{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":0.42,"body":"[MUSIC PLAYING]"},{"speaker":"MIKE ALBERT","startTime":0.42,"endTime":1.93,"body":"I had a lot of fun."},{"speaker":"MIKE ALBERT","startTime":1.93,"endTime":3.93,"body":"It's a good content,"},{"speaker":"MIKE ALBERT","startTime":1.93,"endTime":3.93,"body":"it's a good people."},{"speaker":"MIKE ALBERT","startTime":3.93,"endTime":7.14,"body":"It's good to be back in person"},{"speaker":"MIKE ALBERT","startTime":3.93,"endTime":7.14,"body":"for the first time in quite"},{"speaker":"MIKE ALBERT","startTime":7.14,"endTime":7.74,"body":"a long time."},{"speaker":"MIKE ALBERT","startTime":7.74,"endTime":11.26,"body":"That was awesome."},{"speaker":"SPEAKER 1","startTime":11.26,"endTime":13.54,"body":"This is the"},{"speaker":"SPEAKER 1","startTime":11.26,"endTime":13.54,"body":"Insurance Technology Podcast"},{"speaker":"SPEAKER 1","startTime":13.54,"endTime":14.98,"body":"where we bring"},{"speaker":"SPEAKER 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three"},{"speaker":"ALLAN EGBERT","startTime":66.23,"endTime":70.18,"body":"in insuretech entertainment"},{"speaker":"ALLAN EGBERT","startTime":66.23,"endTime":70.18,"body":"on the IVANS Podcast Network."},{"speaker":"MIKE ALBERT","startTime":70.18,"endTime":71.18,"body":"Impressive."},{"speaker":"MIKE ALBERT","startTime":71.18,"endTime":74.15,"body":"Well, look, we've taken it over"},{"speaker":"MIKE ALBERT","startTime":71.18,"endTime":74.15,"body":"today, whatever that means."},{"speaker":"MIKE ALBERT","startTime":74.15,"endTime":76.68,"body":"We paid 5420 a share."},{"speaker":"ALLAN EGBERT","startTime":76.68,"endTime":78.32,"body":"That's right."},{"speaker":"ALLAN EGBERT","startTime":78.32,"endTime":81.53,"body":"So producer Christine is"},{"speaker":"ALLAN EGBERT","startTime":78.32,"endTime":81.53,"body":"nodding her head at us"},{"speaker":"ALLAN EGBERT","startTime":81.53,"endTime":84.465,"body":"to get to some better content."},{"speaker":"ALLAN 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always"},{"speaker":"MIKE ALBERT","startTime":209.15,"endTime":213.26,"body":"most excited about coming"},{"speaker":"MIKE ALBERT","startTime":209.15,"endTime":213.26,"body":"out of the event having heard"},{"speaker":"MIKE ALBERT","startTime":213.26,"endTime":215.01,"body":"from folks out there doing it."},{"speaker":"MIKE ALBERT","startTime":215.01,"endTime":218.18,"body":"And I felt like the crew that"},{"speaker":"MIKE ALBERT","startTime":215.01,"endTime":218.18,"body":"we had this time was awesome"},{"speaker":"MIKE ALBERT","startTime":218.18,"endTime":221.96,"body":"and told some"},{"speaker":"MIKE ALBERT","startTime":218.18,"endTime":221.96,"body":"really good stories."},{"speaker":"MIKE ALBERT","startTime":221.96,"endTime":225.53,"body":"Alan, Jason, Kabir,"},{"speaker":"MIKE ALBERT","startTime":221.96,"endTime":225.53,"body":"Philip, all those guys"},{"speaker":"MIKE ALBERT","startTime":225.53,"endTime":229.04,"body":"just were so compelling and"},{"speaker":"MIKE 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up with people,"},{"speaker":"MIKE ALBERT","startTime":239.42,"endTime":242.13,"body":"to meet new people."},{"speaker":"MIKE ALBERT","startTime":242.13,"endTime":244.168,"body":"And I thought we did"},{"speaker":"MIKE ALBERT","startTime":242.13,"endTime":244.168,"body":"a nice job this time."},{"speaker":"MIKE ALBERT","startTime":244.168,"endTime":245.96,"body":"I'm not trying to pat"},{"speaker":"MIKE ALBERT","startTime":244.168,"endTime":245.96,"body":"ourselves in the back"},{"speaker":"MIKE ALBERT","startTime":245.96,"endTime":248.0,"body":"and in fact, the"},{"speaker":"MIKE ALBERT","startTime":245.96,"endTime":248.0,"body":"credit to the team,"},{"speaker":"MIKE ALBERT","startTime":248.0,"endTime":251.12,"body":"not you and I for building"},{"speaker":"MIKE ALBERT","startTime":248.0,"endTime":251.12,"body":"on those concepts,"},{"speaker":"MIKE ALBERT","startTime":251.12,"endTime":253.61,"body":"making sure that they"},{"speaker":"MIKE ALBERT","startTime":251.12,"endTime":253.61,"body":"stayed put as a core"},{"speaker":"MIKE ALBERT","startTime":253.61,"endTime":256.519,"body":"while also doing some"},{"speaker":"MIKE ALBERT","startTime":253.61,"endTime":256.519,"body":"new things and setting up"},{"speaker":"MIKE ALBERT","startTime":256.519,"endTime":259.79,"body":"some new extended"},{"speaker":"MIKE ALBERT","startTime":256.519,"endTime":259.79,"body":"content, some good panels."},{"speaker":"MIKE ALBERT","startTime":259.79,"endTime":263.36,"body":"We'll talk more about"},{"speaker":"MIKE ALBERT","startTime":259.79,"endTime":263.36,"body":"that on this podcast."},{"speaker":"MIKE ALBERT","startTime":263.36,"endTime":264.74,"body":"It was great, and"},{"speaker":"MIKE ALBERT","startTime":263.36,"endTime":264.74,"body":"the roof party."},{"speaker":"MIKE ALBERT","startTime":264.74,"endTime":266.12,"body":"That was great afterwards."},{"speaker":"MIKE ALBERT","startTime":266.12,"endTime":270.772,"body":"Some extended fun time"},{"speaker":"MIKE ALBERT","startTime":266.12,"endTime":270.772,"body":"too for the networking."},{"speaker":"ALLAN EGBERT","startTime":270.772,"endTime":272.48,"body":"And I"},{"speaker":"ALLAN EGBERT","startTime":270.772,"endTime":272.48,"body":"think we could say it"},{"speaker":"ALLAN EGBERT","startTime":272.48,"endTime":276.35,"body":"because Kristen Kelly, who won't"},{"speaker":"ALLAN EGBERT","startTime":272.48,"endTime":276.35,"body":"give herself enough credit,"},{"speaker":"ALLAN EGBERT","startTime":276.35,"endTime":279.56,"body":"she's the one who's going to"},{"speaker":"ALLAN EGBERT","startTime":276.35,"endTime":279.56,"body":"have to edit all of our flubs"},{"speaker":"ALLAN EGBERT","startTime":279.56,"endTime":284.27,"body":"and mistakes out of"},{"speaker":"ALLAN EGBERT","startTime":279.56,"endTime":284.27,"body":"this podcast, language"},{"speaker":"ALLAN EGBERT","startTime":284.27,"endTime":285.47,"body":"among other things."},{"speaker":"ALLAN EGBERT","startTime":285.47,"endTime":288.32,"body":"But that was"},{"speaker":"ALLAN EGBERT","startTime":285.47,"endTime":288.32,"body":"InsurTech Boston, she"},{"speaker":"ALLAN EGBERT","startTime":288.32,"endTime":291.92,"body":"carried it in addition to the"},{"speaker":"ALLAN EGBERT","startTime":288.32,"endTime":291.92,"body":"other things she had to do."},{"speaker":"ALLAN EGBERT","startTime":291.92,"endTime":297.32,"body":"So great job, Kristen,"},{"speaker":"ALLAN EGBERT","startTime":291.92,"endTime":297.32,"body":"congratulations."},{"speaker":"ALLAN EGBERT","startTime":297.32,"endTime":299.648,"body":"Sure she's already looking"},{"speaker":"ALLAN EGBERT","startTime":297.32,"endTime":299.648,"body":"forward to the next one."},{"speaker":"KRISTEN KELLY","startTime":299.648,"endTime":301.94,"body":"I will say"},{"speaker":"KRISTEN KELLY","startTime":299.648,"endTime":301.94,"body":"that it'll be easier to edit."},{"speaker":"KRISTEN 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","startTime":311.93,"endTime":318.15,"body":"So I don't know, let's"},{"speaker":"ALLAN EGBERT: ","startTime":311.93,"endTime":318.15,"body":"talk, let's hit some round"},{"speaker":"ALLAN EGBERT: ","startTime":318.15,"endTime":319.4,"body":"in some of these panel topics."},{"speaker":"MIKE ALBERT","startTime":319.4,"endTime":320.726,"body":"Let's do it."},{"speaker":"ALLAN EGBERT: ","startTime":320.726,"endTime":324.86,"body":"So the first"},{"speaker":"ALLAN EGBERT: ","startTime":320.726,"endTime":324.86,"body":"one was hosted by or moderated,"},{"speaker":"ALLAN EGBERT: ","startTime":324.86,"endTime":328.34,"body":"hosted, moderated, take"},{"speaker":"ALLAN EGBERT: ","startTime":324.86,"endTime":328.34,"body":"your, pick by Saima."},{"speaker":"ALLAN EGBERT: ","startTime":328.34,"endTime":332.06,"body":"And we heard it was an agent"},{"speaker":"ALLAN EGBERT: ","startTime":328.34,"endTime":332.06,"body":"panel largely discussing"},{"speaker":"ALLAN EGBERT: ","startTime":332.06,"endTime":336.56,"body":"broker technology, brokers"},{"speaker":"ALLAN EGBERT: ","startTime":332.06,"endTime":336.56,"body":"relationships with carriers"},{"speaker":"ALLAN EGBERT: ","startTime":336.56,"endTime":339.68,"body":"which seems largely"},{"speaker":"ALLAN EGBERT: ","startTime":336.56,"endTime":339.68,"body":"centered around their usage"},{"speaker":"ALLAN EGBERT: ","startTime":339.68,"endTime":342.27,"body":"of technology"},{"speaker":"ALLAN EGBERT: ","startTime":339.68,"endTime":342.27,"body":"amongst other things."},{"speaker":"ALLAN EGBERT: ","startTime":342.27,"endTime":347.81,"body":"So what did you think about some"},{"speaker":"ALLAN EGBERT: ","startTime":342.27,"endTime":347.81,"body":"of this perspective in terms"},{"speaker":"ALLAN EGBERT: ","startTime":347.81,"endTime":349.277,"body":"of--"},{"speaker":"ALLAN EGBERT: ","startTime":349.277,"endTime":350.86,"body":"I think, the theme,"},{"speaker":"ALLAN EGBERT: ","startTime":349.277,"endTime":350.86,"body":"the original theme"},{"speaker":"ALLAN EGBERT: ","startTime":350.86,"endTime":357.16,"body":"was like when Insuretechs"},{"speaker":"ALLAN EGBERT: ","startTime":350.86,"endTime":357.16,"body":"really exploded on the scene."},{"speaker":"ALLAN EGBERT: ","startTime":357.16,"endTime":358.87,"body":"They were calling"},{"speaker":"ALLAN EGBERT: ","startTime":357.16,"endTime":358.87,"body":"themselves insuretechs,"},{"speaker":"ALLAN EGBERT: ","startTime":358.87,"endTime":360.91,"body":"they were raising"},{"speaker":"ALLAN EGBERT: ","startTime":358.87,"endTime":360.91,"body":"a lot of money."},{"speaker":"ALLAN EGBERT: ","startTime":360.91,"endTime":365.17,"body":"What were your thoughts,"},{"speaker":"ALLAN EGBERT: ","startTime":360.91,"endTime":365.17,"body":"Mike just the relationship"},{"speaker":"ALLAN EGBERT: ","startTime":365.17,"endTime":368.5,"body":"of those companies and"},{"speaker":"ALLAN EGBERT: ","startTime":365.17,"endTime":368.5,"body":"agents and how agents maybe"},{"speaker":"ALLAN EGBERT: ","startTime":368.5,"endTime":369.625,"body":"perceive them?"},{"speaker":"MIKE ALBERT","startTime":369.625,"endTime":371.22,"body":"Well,"},{"speaker":"MIKE ALBERT","startTime":369.625,"endTime":371.22,"body":"I'll say first"},{"speaker":"MIKE ALBERT","startTime":371.22,"endTime":375.37,"body":"that any panel with Val Feeney"},{"speaker":"MIKE ALBERT","startTime":371.22,"endTime":375.37,"body":"on it is a panel I'm going to."},{"speaker":"MIKE ALBERT","startTime":375.37,"endTime":378.76,"body":"That is a guy that needs to be"},{"speaker":"MIKE ALBERT","startTime":375.37,"endTime":378.76,"body":"on the Reid Holzworth podcast."},{"speaker":"MIKE ALBERT","startTime":378.76,"endTime":382.69,"body":"Get Val Feeney going"},{"speaker":"MIKE ALBERT","startTime":378.76,"endTime":382.69,"body":"on any number of topics"},{"speaker":"MIKE ALBERT","startTime":382.69,"endTime":386.37,"body":"and watch the magic unfold."},{"speaker":"ALLAN EGBERT: ","startTime":386.37,"endTime":387.97,"body":"Maybe a correction,"},{"speaker":"ALLAN EGBERT: ","startTime":387.97,"endTime":389.275,"body":"its celebrity broker."},{"speaker":"MIKE ALBERT","startTime":389.275,"endTime":390.1,"body":"Sorry."},{"speaker":"ALLAN EGBERT: ","startTime":390.1,"endTime":391.225,"body":"Val Feeney."},{"speaker":"MIKE ALBERT","startTime":391.225,"endTime":393.7,"body":"So that is"},{"speaker":"MIKE ALBERT","startTime":391.225,"endTime":393.7,"body":"a registered trademark,"},{"speaker":"MIKE ALBERT","startTime":393.7,"endTime":396.73,"body":"celebrity broker, Val Feeney."},{"speaker":"MIKE ALBERT","startTime":396.73,"endTime":401.38,"body":"Really good discussion on this"},{"speaker":"MIKE ALBERT","startTime":396.73,"endTime":401.38,"body":"panel around broker adoption"},{"speaker":"MIKE ALBERT","startTime":401.38,"endTime":403.42,"body":"and in particular"},{"speaker":"MIKE ALBERT","startTime":401.38,"endTime":403.42,"body":"some of the conflicts"},{"speaker":"MIKE ALBERT","startTime":403.42,"endTime":407.17,"body":"that have happened historically"},{"speaker":"MIKE ALBERT","startTime":403.42,"endTime":407.17,"body":"between insuretech and agents"},{"speaker":"MIKE ALBERT","startTime":407.17,"endTime":407.98,"body":"and brokers."},{"speaker":"MIKE ALBERT","startTime":407.98,"endTime":412.66,"body":"Some really interesting"},{"speaker":"MIKE ALBERT","startTime":407.98,"endTime":412.66,"body":"perspectives and reactions"},{"speaker":"MIKE ALBERT","startTime":412.66,"endTime":416.68,"body":"on how folks started in terms"},{"speaker":"MIKE ALBERT","startTime":412.66,"endTime":416.68,"body":"of how they were thinking"},{"speaker":"MIKE ALBERT","startTime":416.68,"endTime":418.9,"body":"about technology moving"},{"speaker":"MIKE ALBERT","startTime":416.68,"endTime":418.9,"body":"into the agent space"},{"speaker":"MIKE ALBERT","startTime":418.9,"endTime":421.63,"body":"and where things have ended"},{"speaker":"MIKE ALBERT","startTime":418.9,"endTime":421.63,"body":"up now that we've normalized"},{"speaker":"MIKE ALBERT","startTime":421.63,"endTime":424.09,"body":"and are certainly many years"},{"speaker":"MIKE ALBERT","startTime":421.63,"endTime":424.09,"body":"into this whole entire tech"},{"speaker":"MIKE ALBERT","startTime":424.09,"endTime":424.59,"body":"trend."},{"speaker":"MIKE ALBERT","startTime":424.59,"endTime":428.78,"body":"So very interesting"},{"speaker":"MIKE ALBERT","startTime":424.59,"endTime":428.78,"body":"discussion on this panel."},{"speaker":"SPEAKER 1","startTime":428.78,"endTime":431.66,"body":"So let's start"},{"speaker":"SPEAKER 1","startTime":428.78,"endTime":431.66,"body":"with the first question,"},{"speaker":"SPEAKER 1","startTime":431.66,"endTime":435.7,"body":"which is why is it that"},{"speaker":"SPEAKER 1","startTime":431.66,"endTime":435.7,"body":"insurance agencies have not"},{"speaker":"SPEAKER 1","startTime":435.7,"endTime":439.0,"body":"been a big part of the"},{"speaker":"SPEAKER 1","startTime":435.7,"endTime":439.0,"body":"insuretech conversation?"},{"speaker":"SPEAKER 1","startTime":439.0,"endTime":441.76,"body":"And what's changed if anything"},{"speaker":"SPEAKER 1","startTime":439.0,"endTime":441.76,"body":"in the last couple of years?"},{"speaker":"VAL FEENEY","startTime":441.76,"endTime":444.01,"body":"Well, that's an"},{"speaker":"VAL FEENEY","startTime":441.76,"endTime":444.01,"body":"easy one because we're not"},{"speaker":"VAL FEENEY","startTime":444.01,"endTime":445.84,"body":"supposed to be here."},{"speaker":"VAL FEENEY","startTime":445.84,"endTime":449.15,"body":"10 years ago, InsurTech,"},{"speaker":"VAL FEENEY","startTime":445.84,"endTime":449.15,"body":"I'm going to pick on you,"},{"speaker":"VAL FEENEY","startTime":449.15,"endTime":452.2,"body":"but you weren't the only"},{"speaker":"VAL FEENEY","startTime":449.15,"endTime":452.2,"body":"guilty party's here."},{"speaker":"VAL FEENEY","startTime":452.2,"endTime":455.95,"body":"The channel of the independent"},{"speaker":"VAL FEENEY","startTime":452.2,"endTime":455.95,"body":"agent was gone, it was dead,"},{"speaker":"VAL FEENEY","startTime":455.95,"endTime":459.13,"body":"it wasn't supposed to"},{"speaker":"VAL FEENEY","startTime":455.95,"endTime":459.13,"body":"be around, but that"},{"speaker":"VAL FEENEY","startTime":459.13,"endTime":460.61,"body":"just didn't come to fruition."},{"speaker":"VAL FEENEY","startTime":460.61,"endTime":463.18,"body":"And so the technology"},{"speaker":"VAL FEENEY","startTime":460.61,"endTime":463.18,"body":"that was aimed"},{"speaker":"VAL FEENEY","startTime":463.18,"endTime":467.92,"body":"to replace the broker has now"},{"speaker":"VAL FEENEY","startTime":463.18,"endTime":467.92,"body":"become the direct to consumer"},{"speaker":"VAL FEENEY","startTime":467.92,"endTime":470.72,"body":"and brokers have"},{"speaker":"VAL FEENEY","startTime":467.92,"endTime":470.72,"body":"pivoted a little bit."},{"speaker":"VAL FEENEY","startTime":470.72,"endTime":474.7,"body":"So instead of being defensive"},{"speaker":"VAL FEENEY","startTime":470.72,"endTime":474.7,"body":"and just hating technology,"},{"speaker":"VAL FEENEY","startTime":474.7,"endTime":479.05,"body":"we've embraced the fact that"},{"speaker":"VAL FEENEY","startTime":474.7,"endTime":479.05,"body":"technology allows us to perform"},{"speaker":"VAL FEENEY","startTime":479.05,"endTime":480.89,"body":"our best for our customer."},{"speaker":"VAL FEENEY","startTime":480.89,"endTime":484.43,"body":"So if we give the customer"},{"speaker":"VAL FEENEY","startTime":480.89,"endTime":484.43,"body":"the best experience,"},{"speaker":"VAL FEENEY","startTime":484.43,"endTime":486.82,"body":"the only way we can do that"},{"speaker":"VAL FEENEY","startTime":484.43,"endTime":486.82,"body":"is by utilizing the best"},{"speaker":"VAL FEENEY","startTime":486.82,"endTime":487.6,"body":"technology."},{"speaker":"VAL FEENEY","startTime":487.6,"endTime":491.14,"body":"Because in our field,"},{"speaker":"VAL FEENEY","startTime":487.6,"endTime":491.14,"body":"the price at the end"},{"speaker":"VAL FEENEY","startTime":491.14,"endTime":493.87,"body":"of the day and the bottom"},{"speaker":"VAL FEENEY","startTime":491.14,"endTime":493.87,"body":"line, yes, it factors into it,"},{"speaker":"VAL FEENEY","startTime":493.87,"endTime":496.42,"body":"but the strategy that"},{"speaker":"VAL FEENEY","startTime":493.87,"endTime":496.42,"body":"we're providing our clients"},{"speaker":"VAL FEENEY","startTime":496.42,"endTime":498.16,"body":"is what wins us the business."},{"speaker":"VAL FEENEY","startTime":498.16,"endTime":501.46,"body":"And you can fall into"},{"speaker":"VAL FEENEY","startTime":498.16,"endTime":501.46,"body":"the trap of overpromising"},{"speaker":"VAL FEENEY","startTime":501.46,"endTime":502.57,"body":"and under-delivering."},{"speaker":"VAL FEENEY","startTime":502.57,"endTime":506.08,"body":"And how you avoid doing that is"},{"speaker":"VAL FEENEY","startTime":502.57,"endTime":506.08,"body":"utilizing the best technology"},{"speaker":"VAL FEENEY","startTime":506.08,"endTime":507.92,"body":"around for your clients."},{"speaker":"VAL FEENEY","startTime":507.92,"endTime":511.06,"body":"And that's helped us"},{"speaker":"VAL FEENEY","startTime":507.92,"endTime":511.06,"body":"embrace technology"},{"speaker":"VAL FEENEY","startTime":511.06,"endTime":513.53,"body":"and realizing that it"},{"speaker":"VAL FEENEY","startTime":511.06,"endTime":513.53,"body":"helps us be successful."},{"speaker":"VAL FEENEY","startTime":513.53,"endTime":515.95,"body":"And it's not just"},{"speaker":"VAL FEENEY","startTime":513.53,"endTime":515.95,"body":"eating our profits"},{"speaker":"VAL FEENEY","startTime":515.95,"endTime":520.366,"body":"or excuse me, being"},{"speaker":"VAL FEENEY","startTime":515.95,"endTime":520.366,"body":"a competitor of ours."},{"speaker":"SPEAKER 1","startTime":520.366,"endTime":522.58,"body":"And Val, do"},{"speaker":"SPEAKER 1","startTime":520.366,"endTime":522.58,"body":"you have any good examples"},{"speaker":"SPEAKER 1","startTime":522.58,"endTime":525.772,"body":"you could share with us on"},{"speaker":"SPEAKER 1","startTime":522.58,"endTime":525.772,"body":"that topic specifically."},{"speaker":"VAL FEENEY","startTime":525.772,"endTime":526.48,"body":"Yeah."},{"speaker":"VAL FEENEY","startTime":526.48,"endTime":528.79,"body":"So Alera Group we've--"},{"speaker":"VAL FEENEY","startTime":528.79,"endTime":530.65,"body":"what I really like"},{"speaker":"VAL FEENEY","startTime":528.79,"endTime":530.65,"body":"about Alera Group"},{"speaker":"VAL FEENEY","startTime":530.65,"endTime":534.94,"body":"is that they have started"},{"speaker":"VAL FEENEY","startTime":530.65,"endTime":534.94,"body":"a national department"},{"speaker":"VAL FEENEY","startTime":534.94,"endTime":537.76,"body":"called P\u0026C Agency Services."},{"speaker":"VAL FEENEY","startTime":537.76,"endTime":539.75,"body":"My colleague, Natalie"},{"speaker":"VAL FEENEY","startTime":537.76,"endTime":539.75,"body":"DiCecca is over here,"},{"speaker":"VAL FEENEY","startTime":539.75,"endTime":542.083,"body":"so all you tech guys, if you"},{"speaker":"VAL FEENEY","startTime":539.75,"endTime":542.083,"body":"want to get an appointment,"},{"speaker":"VAL FEENEY","startTime":542.083,"endTime":544.0,"body":"she's standing over"},{"speaker":"VAL FEENEY","startTime":542.083,"endTime":544.0,"body":"against the wall."},{"speaker":"VAL FEENEY","startTime":544.0,"endTime":546.22,"body":"They've identified"},{"speaker":"VAL FEENEY","startTime":544.0,"endTime":546.22,"body":"technology that we can all"},{"speaker":"VAL FEENEY","startTime":546.22,"endTime":549.56,"body":"use to improve the"},{"speaker":"VAL FEENEY","startTime":546.22,"endTime":549.56,"body":"experience for our clients."},{"speaker":"VAL FEENEY","startTime":549.56,"endTime":551.98,"body":"One of them is"},{"speaker":"VAL FEENEY","startTime":549.56,"endTime":551.98,"body":"India, for example."},{"speaker":"VAL FEENEY","startTime":551.98,"endTime":556.0,"body":"Pesky apps, every year our team"},{"speaker":"VAL FEENEY","startTime":551.98,"endTime":556.0,"body":"is getting renewal apps or even"},{"speaker":"VAL FEENEY","startTime":556.0,"endTime":557.29,"body":"new business apps."},{"speaker":"VAL FEENEY","startTime":557.29,"endTime":560.77,"body":"What it does, it allows"},{"speaker":"VAL FEENEY","startTime":557.29,"endTime":560.77,"body":"the client or prospect"},{"speaker":"VAL FEENEY","startTime":560.77,"endTime":563.65,"body":"to work in real time with"},{"speaker":"VAL FEENEY","startTime":560.77,"endTime":563.65,"body":"the broker in their team"},{"speaker":"VAL FEENEY","startTime":563.65,"endTime":564.61,"body":"on an application."},{"speaker":"VAL FEENEY","startTime":564.61,"endTime":567.19,"body":"It's like TurboTax experience."},{"speaker":"VAL FEENEY","startTime":567.19,"endTime":569.56,"body":"That type of technology"},{"speaker":"VAL FEENEY","startTime":567.19,"endTime":569.56,"body":"and forward thinking"},{"speaker":"VAL FEENEY","startTime":569.56,"endTime":574.66,"body":"allows us to speed up or"},{"speaker":"VAL FEENEY","startTime":569.56,"endTime":574.66,"body":"make pieces of the process"},{"speaker":"VAL FEENEY","startTime":574.66,"endTime":575.83,"body":"more efficient."},{"speaker":"VAL FEENEY","startTime":575.83,"endTime":580.06,"body":"Because at the end of the day,"},{"speaker":"VAL FEENEY","startTime":575.83,"endTime":580.06,"body":"the time is what's killing us."},{"speaker":"VAL FEENEY","startTime":580.06,"endTime":582.49,"body":"And I use a hammer"},{"speaker":"VAL FEENEY","startTime":580.06,"endTime":582.49,"body":"carrier of being like,"},{"speaker":"VAL FEENEY","startTime":582.49,"endTime":584.66,"body":"you need to go faster,"},{"speaker":"VAL FEENEY","startTime":582.49,"endTime":584.66,"body":"you need to go faster,"},{"speaker":"VAL FEENEY","startTime":584.66,"endTime":587.71,"body":"but in reality, the"},{"speaker":"VAL FEENEY","startTime":584.66,"endTime":587.71,"body":"client and your own team"},{"speaker":"VAL FEENEY","startTime":587.71,"endTime":592.1,"body":"can sometimes be a big problem"},{"speaker":"VAL FEENEY","startTime":587.71,"endTime":592.1,"body":"and a big piece of that time"},{"speaker":"VAL FEENEY","startTime":592.1,"endTime":592.6,"body":"suck."},{"speaker":"VAL FEENEY","startTime":592.6,"endTime":594.49,"body":"So anything that can"},{"speaker":"VAL FEENEY","startTime":592.6,"endTime":594.49,"body":"speed up the time"},{"speaker":"VAL FEENEY","startTime":594.49,"endTime":596.44,"body":"of those little"},{"speaker":"VAL FEENEY","startTime":594.49,"endTime":596.44,"body":"processes along the way"},{"speaker":"VAL FEENEY","startTime":596.44,"endTime":599.02,"body":"will be beneficial for brokers."},{"speaker":"MIKE ALBERT","startTime":599.02,"endTime":600.25,"body":"Amazing."},{"speaker":"MIKE ALBERT","startTime":600.25,"endTime":601.875,"body":"Chris, what's your"},{"speaker":"MIKE ALBERT","startTime":600.25,"endTime":601.875,"body":"perspective on that."},{"speaker":"CHRIS CLINE","startTime":601.875,"endTime":604.33,"body":"I was going to"},{"speaker":"CHRIS CLINE","startTime":601.875,"endTime":604.33,"body":"start with where Val didn't."},{"speaker":"CHRIS CLINE","startTime":604.33,"endTime":609.76,"body":"And agents and brokers were told"},{"speaker":"CHRIS CLINE","startTime":604.33,"endTime":609.76,"body":"they were dead, so why would"},{"speaker":"CHRIS CLINE","startTime":609.76,"endTime":611.92,"body":"you engage in a party"},{"speaker":"CHRIS CLINE","startTime":609.76,"endTime":611.92,"body":"with people who told you"},{"speaker":"CHRIS CLINE","startTime":611.92,"endTime":613.87,"body":"that you were not adding"},{"speaker":"CHRIS CLINE","startTime":611.92,"endTime":613.87,"body":"value and we're not"},{"speaker":"CHRIS CLINE","startTime":613.87,"endTime":614.9,"body":"thinking creatively."},{"speaker":"CHRIS CLINE","startTime":614.9,"endTime":616.94,"body":"And so it's been fantastic"},{"speaker":"CHRIS CLINE","startTime":614.9,"endTime":616.94,"body":"to see that evolve."},{"speaker":"CHRIS CLINE","startTime":616.94,"endTime":620.08,"body":"And I'm just curious, how"},{"speaker":"CHRIS CLINE","startTime":616.94,"endTime":620.08,"body":"many agents or brokers"},{"speaker":"CHRIS CLINE","startTime":620.08,"endTime":622.068,"body":"are in the room?"},{"speaker":"CHRIS CLINE","startTime":622.068,"endTime":624.61,"body":"That's fantastic, because one"},{"speaker":"CHRIS CLINE","startTime":622.068,"endTime":624.61,"body":"of my answers was going to say,"},{"speaker":"CHRIS CLINE","startTime":624.61,"endTime":627.085,"body":"I don't think they've"},{"speaker":"CHRIS CLINE","startTime":624.61,"endTime":627.085,"body":"been invited enough."},{"speaker":"CHRIS CLINE","startTime":627.085,"endTime":628.96,"body":"So it's great to see"},{"speaker":"CHRIS CLINE","startTime":627.085,"endTime":628.96,"body":"agents and brokers being"},{"speaker":"CHRIS CLINE","startTime":628.96,"endTime":631.258,"body":"a part of this conversation."},{"speaker":"CHRIS CLINE","startTime":631.258,"endTime":632.3,"body":"Another couple of things."},{"speaker":"CHRIS CLINE","startTime":632.3,"endTime":633.52,"body":"So again, I mentioned"},{"speaker":"CHRIS CLINE","startTime":632.3,"endTime":633.52,"body":"that I spent"},{"speaker":"CHRIS CLINE","startTime":633.52,"endTime":635.74,"body":"a lot of my career, the"},{"speaker":"CHRIS CLINE","startTime":633.52,"endTime":635.74,"body":"vast majority of my career"},{"speaker":"CHRIS CLINE","startTime":635.74,"endTime":639.34,"body":"on the carrier side,"},{"speaker":"CHRIS CLINE","startTime":635.74,"endTime":639.34,"body":"I don't think agents"},{"speaker":"CHRIS CLINE","startTime":639.34,"endTime":640.75,"body":"and brokers"},{"speaker":"CHRIS CLINE","startTime":639.34,"endTime":640.75,"body":"necessarily have felt"},{"speaker":"CHRIS CLINE","startTime":640.75,"endTime":642.79,"body":"that they've had to"},{"speaker":"CHRIS CLINE","startTime":640.75,"endTime":642.79,"body":"embrace technology the way"},{"speaker":"CHRIS CLINE","startTime":642.79,"endTime":644.257,"body":"other industries have."},{"speaker":"CHRIS CLINE","startTime":644.257,"endTime":646.09,"body":"We talk about how"},{"speaker":"CHRIS CLINE","startTime":644.257,"endTime":646.09,"body":"resilient the industry is,"},{"speaker":"CHRIS CLINE","startTime":646.09,"endTime":648.94,"body":"how it can survive major"},{"speaker":"CHRIS CLINE","startTime":646.09,"endTime":648.94,"body":"catastrophic, major economic"},{"speaker":"CHRIS CLINE","startTime":648.94,"endTime":652.42,"body":"conditions, the broker"},{"speaker":"CHRIS CLINE","startTime":648.94,"endTime":652.42,"body":"side of the business"},{"speaker":"CHRIS CLINE","startTime":652.42,"endTime":654.67,"body":"is pretty resilient"},{"speaker":"CHRIS CLINE","startTime":652.42,"endTime":654.67,"body":"and it's pretty stable."},{"speaker":"CHRIS CLINE","startTime":654.67,"endTime":656.29,"body":"Even the worst"},{"speaker":"CHRIS CLINE","startTime":654.67,"endTime":656.29,"body":"agents and brokers"},{"speaker":"CHRIS CLINE","startTime":656.29,"endTime":659.92,"body":"have pretty good retentions,"},{"speaker":"CHRIS CLINE","startTime":656.29,"endTime":659.92,"body":"renewable income is great."},{"speaker":"CHRIS CLINE","startTime":659.92,"endTime":663.91,"body":"Consumers haven't"},{"speaker":"CHRIS CLINE","startTime":659.92,"endTime":663.91,"body":"necessarily put great demands"},{"speaker":"CHRIS CLINE","startTime":663.91,"endTime":667.76,"body":"on this industry to keep up with"},{"speaker":"CHRIS CLINE","startTime":663.91,"endTime":667.76,"body":"other segments in the industry."},{"speaker":"CHRIS CLINE","startTime":667.76,"endTime":669.97,"body":"So there's been"},{"speaker":"CHRIS CLINE","startTime":667.76,"endTime":669.97,"body":"a little bit of I"},{"speaker":"CHRIS CLINE","startTime":669.97,"endTime":673.15,"body":"guess, OK, lagging in"},{"speaker":"CHRIS CLINE","startTime":669.97,"endTime":673.15,"body":"this industry that said,"},{"speaker":"CHRIS CLINE","startTime":673.15,"endTime":675.582,"body":"we just haven't"},{"speaker":"CHRIS CLINE","startTime":673.15,"endTime":675.582,"body":"necessarily had to do it."},{"speaker":"CHRIS CLINE","startTime":675.582,"endTime":677.29,"body":"But it's been really"},{"speaker":"CHRIS CLINE","startTime":675.582,"endTime":677.29,"body":"fascinating to think"},{"speaker":"CHRIS CLINE","startTime":677.29,"endTime":678.468,"body":"about what's going on here."},{"speaker":"CHRIS CLINE","startTime":678.468,"endTime":680.26,"body":"And again, you go back"},{"speaker":"CHRIS CLINE","startTime":678.468,"endTime":680.26,"body":"to this conversation"},{"speaker":"CHRIS CLINE","startTime":680.26,"endTime":684.07,"body":"that Val started around the fact"},{"speaker":"CHRIS CLINE","startTime":680.26,"endTime":684.07,"body":"that whether it was InsurTech,"},{"speaker":"CHRIS CLINE","startTime":684.07,"endTime":686.38,"body":"whether it was some other"},{"speaker":"CHRIS CLINE","startTime":684.07,"endTime":686.38,"body":"industry consultants who"},{"speaker":"CHRIS CLINE","startTime":686.38,"endTime":688.54,"body":"said, hey, the broker is dead."},{"speaker":"CHRIS CLINE","startTime":688.54,"endTime":689.592,"body":"That is just not true."},{"speaker":"CHRIS CLINE","startTime":689.592,"endTime":692.05,"body":"So one of the great things of"},{"speaker":"CHRIS CLINE","startTime":689.592,"endTime":692.05,"body":"having just joined the Big I,"},{"speaker":"CHRIS CLINE","startTime":692.05,"endTime":695.05,"body":"was able to go into some"},{"speaker":"CHRIS CLINE","startTime":692.05,"endTime":695.05,"body":"market share data prepping"},{"speaker":"CHRIS CLINE","startTime":695.05,"endTime":699.67,"body":"for a conversation I'm going"},{"speaker":"CHRIS CLINE","startTime":695.05,"endTime":699.67,"body":"to have next month in Florida."},{"speaker":"CHRIS CLINE","startTime":699.67,"endTime":703.96,"body":"And the Big I keeps eight"},{"speaker":"CHRIS CLINE","startTime":699.67,"endTime":703.96,"body":"years of market share data."},{"speaker":"CHRIS CLINE","startTime":703.96,"endTime":707.17,"body":"Both in personal and"},{"speaker":"CHRIS CLINE","startTime":703.96,"endTime":707.17,"body":"in commercial lines,"},{"speaker":"CHRIS CLINE","startTime":707.17,"endTime":711.04,"body":"industrywide, countrywide,"},{"speaker":"CHRIS CLINE","startTime":707.17,"endTime":711.04,"body":"the market share in 2020"},{"speaker":"CHRIS CLINE","startTime":711.04,"endTime":715.82,"body":"which is the last published"},{"speaker":"CHRIS CLINE","startTime":711.04,"endTime":715.82,"body":"data is at an eight year high."},{"speaker":"CHRIS CLINE","startTime":715.82,"endTime":718.21,"body":"So for a group of people who"},{"speaker":"CHRIS CLINE","startTime":715.82,"endTime":718.21,"body":"were supposed to be dead,"},{"speaker":"CHRIS CLINE","startTime":718.21,"endTime":721.66,"body":"dying on the vine, going to be"},{"speaker":"CHRIS CLINE","startTime":718.21,"endTime":721.66,"body":"consumed by direct to consumer"},{"speaker":"CHRIS CLINE","startTime":721.66,"endTime":724.3,"body":"capabilities, the"},{"speaker":"CHRIS CLINE","startTime":721.66,"endTime":724.3,"body":"independent channel actually"},{"speaker":"CHRIS CLINE","startTime":724.3,"endTime":726.85,"body":"controls more insurance"},{"speaker":"CHRIS CLINE","startTime":724.3,"endTime":726.85,"body":"market share in the US"},{"speaker":"CHRIS CLINE","startTime":726.85,"endTime":729.67,"body":"than they did eight years ago"},{"speaker":"CHRIS CLINE","startTime":726.85,"endTime":729.67,"body":"through the insuretech craze."},{"speaker":"CHRIS CLINE","startTime":729.67,"endTime":731.8,"body":"So I think that's a"},{"speaker":"CHRIS CLINE","startTime":729.67,"endTime":731.8,"body":"phenomenal statement"},{"speaker":"CHRIS CLINE","startTime":731.8,"endTime":733.69,"body":"to the power of the"},{"speaker":"CHRIS CLINE","startTime":731.8,"endTime":733.69,"body":"independent agent,"},{"speaker":"CHRIS CLINE","startTime":733.69,"endTime":736.3,"body":"and now we're in this"},{"speaker":"CHRIS CLINE","startTime":733.69,"endTime":736.3,"body":"cadence, now where"},{"speaker":"CHRIS CLINE","startTime":736.3,"endTime":739.96,"body":"tech providers, carriers and"},{"speaker":"CHRIS CLINE","startTime":736.3,"endTime":739.96,"body":"agencies by and large are"},{"speaker":"CHRIS CLINE","startTime":739.96,"endTime":743.8,"body":"in this conversation together"},{"speaker":"CHRIS CLINE","startTime":739.96,"endTime":743.8,"body":"and advancing the cause here"},{"speaker":"CHRIS CLINE","startTime":743.8,"endTime":747.715,"body":"and consumers still want to"},{"speaker":"CHRIS CLINE","startTime":743.8,"endTime":747.715,"body":"do business with this group."},{"speaker":"SPEAKER 1","startTime":747.715,"endTime":748.64,"body":"Amazing."},{"speaker":"SPEAKER 1","startTime":748.64,"endTime":750.95,"body":"So that's a really amazing stat."},{"speaker":"SPEAKER 1","startTime":750.95,"endTime":755.79,"body":"Now, since it is one"},{"speaker":"SPEAKER 1","startTime":750.95,"endTime":755.79,"body":"of the dominant group,"},{"speaker":"SPEAKER 1","startTime":755.79,"endTime":759.56,"body":"especially in the"},{"speaker":"SPEAKER 1","startTime":755.79,"endTime":759.56,"body":"US, there's a lot"},{"speaker":"SPEAKER 1","startTime":759.56,"endTime":762.68,"body":"of technology coming"},{"speaker":"SPEAKER 1","startTime":759.56,"endTime":762.68,"body":"towards agents,"},{"speaker":"SPEAKER 1","startTime":762.68,"endTime":764.45,"body":"and there's a lot of"},{"speaker":"SPEAKER 1","startTime":762.68,"endTime":764.45,"body":"technology out there."},{"speaker":"SPEAKER 1","startTime":764.45,"endTime":767.84,"body":"Do you think it's a struggle"},{"speaker":"SPEAKER 1","startTime":764.45,"endTime":767.84,"body":"for agents to actually adopt"},{"speaker":"SPEAKER 1","startTime":767.84,"endTime":769.2,"body":"new technology?"},{"speaker":"SPEAKER 1","startTime":769.2,"endTime":772.72,"body":"And Chris, I'll start with"},{"speaker":"SPEAKER 1","startTime":769.2,"endTime":772.72,"body":"you now on that topic."},{"speaker":"CHRIS CLINE","startTime":772.72,"endTime":775.478,"body":"To me,"},{"speaker":"CHRIS CLINE","startTime":772.72,"endTime":775.478,"body":"there's two prongs to that,"},{"speaker":"CHRIS CLINE","startTime":775.478,"endTime":777.77,"body":"and we could spend the whole"},{"speaker":"CHRIS CLINE","startTime":775.478,"endTime":777.77,"body":"hour on this conversation,"},{"speaker":"CHRIS CLINE","startTime":777.77,"endTime":778.85,"body":"and I promise we won't."},{"speaker":"CHRIS CLINE","startTime":778.85,"endTime":782.09,"body":"But there's adoption, but"},{"speaker":"CHRIS CLINE","startTime":778.85,"endTime":782.09,"body":"before adoption, there's choice."},{"speaker":"CHRIS CLINE","startTime":782.09,"endTime":784.64,"body":"And I don't know, I've"},{"speaker":"CHRIS CLINE","startTime":782.09,"endTime":784.64,"body":"used this a couple of times"},{"speaker":"CHRIS CLINE","startTime":784.64,"endTime":788.19,"body":"and simple to me, I break things"},{"speaker":"CHRIS CLINE","startTime":784.64,"endTime":788.19,"body":"down into cheesy analogies."},{"speaker":"CHRIS CLINE","startTime":788.19,"endTime":791.36,"body":"But I think about"},{"speaker":"CHRIS CLINE","startTime":788.19,"endTime":791.36,"body":"the visual of Chevy"},{"speaker":"CHRIS CLINE","startTime":791.36,"endTime":793.34,"body":"Chase and Christmas vacation."},{"speaker":"CHRIS CLINE","startTime":793.34,"endTime":795.05,"body":"He bought every"},{"speaker":"CHRIS CLINE","startTime":793.34,"endTime":795.05,"body":"shiny, I'm guessing"},{"speaker":"CHRIS CLINE","startTime":795.05,"endTime":797.78,"body":"it was Kmart back then,"},{"speaker":"CHRIS CLINE","startTime":795.05,"endTime":797.78,"body":"it certainly wasn't maybe"},{"speaker":"CHRIS CLINE","startTime":797.78,"endTime":799.1,"body":"Menards or Lowes or whatever."},{"speaker":"CHRIS CLINE","startTime":799.1,"endTime":801.59,"body":"But he bought every"},{"speaker":"CHRIS CLINE","startTime":799.1,"endTime":801.59,"body":"single possible decoration"},{"speaker":"CHRIS CLINE","startTime":801.59,"endTime":804.47,"body":"in the world to have the best"},{"speaker":"CHRIS CLINE","startTime":801.59,"endTime":804.47,"body":"display in his neighborhood."},{"speaker":"CHRIS CLINE","startTime":804.47,"endTime":807.12,"body":"And when he plugged"},{"speaker":"CHRIS CLINE","startTime":804.47,"endTime":807.12,"body":"in the stupid lights,"},{"speaker":"CHRIS CLINE","startTime":807.12,"endTime":808.91,"body":"nothing happened."},{"speaker":"CHRIS CLINE","startTime":808.91,"endTime":809.42,"body":"Why?"},{"speaker":"CHRIS CLINE","startTime":809.42,"endTime":812.45,"body":"He bought everything, he"},{"speaker":"CHRIS CLINE","startTime":809.42,"endTime":812.45,"body":"didn't put any thought into it."},{"speaker":"CHRIS CLINE","startTime":812.45,"endTime":814.01,"body":"There was no strategy"},{"speaker":"CHRIS CLINE","startTime":812.45,"endTime":814.01,"body":"behind how he"},{"speaker":"CHRIS CLINE","startTime":814.01,"endTime":815.468,"body":"was going to put"},{"speaker":"CHRIS CLINE","startTime":814.01,"endTime":815.468,"body":"the stuff together"},{"speaker":"CHRIS CLINE","startTime":815.468,"endTime":816.92,"body":"and how it was"},{"speaker":"CHRIS CLINE","startTime":815.468,"endTime":816.92,"body":"going to sequence."},{"speaker":"CHRIS CLINE","startTime":816.92,"endTime":818.9,"body":"And those kind of"},{"speaker":"CHRIS CLINE","startTime":816.92,"endTime":818.9,"body":"things are phenomenal."},{"speaker":"CHRIS CLINE","startTime":818.9,"endTime":820.4,"body":"So I think what's"},{"speaker":"CHRIS CLINE","startTime":818.9,"endTime":820.4,"body":"happened right now"},{"speaker":"CHRIS CLINE","startTime":820.4,"endTime":823.73,"body":"is part of why agents might"},{"speaker":"CHRIS CLINE","startTime":820.4,"endTime":823.73,"body":"not have been involved"},{"speaker":"CHRIS CLINE","startTime":823.73,"endTime":826.13,"body":"if we compare these two"},{"speaker":"CHRIS CLINE","startTime":823.73,"endTime":826.13,"body":"conversations is, there's"},{"speaker":"CHRIS CLINE","startTime":826.13,"endTime":829.05,"body":"just way too much choice, way"},{"speaker":"CHRIS CLINE","startTime":826.13,"endTime":829.05,"body":"too many things to think about."},{"speaker":"CHRIS CLINE","startTime":829.05,"endTime":831.41,"body":"They don't know where"},{"speaker":"CHRIS CLINE","startTime":829.05,"endTime":831.41,"body":"to start, the technology"},{"speaker":"CHRIS CLINE","startTime":831.41,"endTime":832.54,"body":"might not make sense."},{"speaker":"CHRIS CLINE","startTime":832.54,"endTime":837.63,"body":"So what we've seen now is"},{"speaker":"CHRIS CLINE","startTime":832.54,"endTime":837.63,"body":"agencies taking a deep breath,"},{"speaker":"CHRIS CLINE","startTime":837.63,"endTime":840.98,"body":"it's OK, technology"},{"speaker":"CHRIS CLINE","startTime":837.63,"endTime":840.98,"body":"is here to help,"},{"speaker":"CHRIS CLINE","startTime":840.98,"endTime":843.8,"body":"technology companies want to"},{"speaker":"CHRIS CLINE","startTime":840.98,"endTime":843.8,"body":"enable the independent channel,"},{"speaker":"CHRIS CLINE","startTime":843.8,"endTime":845.19,"body":"want to add value."},{"speaker":"CHRIS CLINE","startTime":845.19,"endTime":847.64,"body":"But an agency,"},{"speaker":"CHRIS CLINE","startTime":845.19,"endTime":847.64,"body":"regardless of size"},{"speaker":"CHRIS CLINE","startTime":847.64,"endTime":849.77,"body":"or what their"},{"speaker":"CHRIS CLINE","startTime":847.64,"endTime":849.77,"body":"strategic purpose is,"},{"speaker":"CHRIS CLINE","startTime":849.77,"endTime":851.48,"body":"the ones that are"},{"speaker":"CHRIS CLINE","startTime":849.77,"endTime":851.48,"body":"getting through this,"},{"speaker":"CHRIS CLINE","startTime":851.48,"endTime":853.817,"body":"and more and more of them"},{"speaker":"CHRIS CLINE","startTime":851.48,"endTime":853.817,"body":"are, are slowing down,"},{"speaker":"CHRIS CLINE","startTime":853.817,"endTime":856.4,"body":"taking a deep breath, aligning"},{"speaker":"CHRIS CLINE","startTime":853.817,"endTime":856.4,"body":"what their competitive business"},{"speaker":"CHRIS CLINE","startTime":856.4,"endTime":858.95,"body":"strategy is, what customers"},{"speaker":"CHRIS CLINE","startTime":856.4,"endTime":858.95,"body":"do they want to attract,"},{"speaker":"CHRIS CLINE","startTime":858.95,"endTime":861.35,"body":"what geographies do"},{"speaker":"CHRIS CLINE","startTime":858.95,"endTime":861.35,"body":"they want to focus on,"},{"speaker":"CHRIS CLINE","startTime":861.35,"endTime":862.88,"body":"how do they want"},{"speaker":"CHRIS CLINE","startTime":861.35,"endTime":862.88,"body":"to differentiate"},{"speaker":"CHRIS CLINE","startTime":862.88,"endTime":864.23,"body":"in the marketplace."},{"speaker":"CHRIS CLINE","startTime":864.23,"endTime":867.32,"body":"And then they're using"},{"speaker":"CHRIS CLINE","startTime":864.23,"endTime":867.32,"body":"some semblance of the data"},{"speaker":"CHRIS CLINE","startTime":867.32,"endTime":869.48,"body":"that they already"},{"speaker":"CHRIS CLINE","startTime":867.32,"endTime":869.48,"body":"have at their disposal"},{"speaker":"CHRIS CLINE","startTime":869.48,"endTime":871.97,"body":"to actually find the most"},{"speaker":"CHRIS CLINE","startTime":869.48,"endTime":871.97,"body":"meaningful areas that they"},{"speaker":"CHRIS CLINE","startTime":871.97,"endTime":875.54,"body":"can influence in their agency"},{"speaker":"CHRIS CLINE","startTime":871.97,"endTime":875.54,"body":"and then choosing technology."},{"speaker":"CHRIS CLINE","startTime":875.54,"endTime":877.37,"body":"So we're not"},{"speaker":"CHRIS CLINE","startTime":875.54,"endTime":877.37,"body":"reacting necessarily"},{"speaker":"CHRIS CLINE","startTime":877.37,"endTime":880.61,"body":"to the most loud"},{"speaker":"CHRIS CLINE","startTime":877.37,"endTime":880.61,"body":"voice on social media"},{"speaker":"CHRIS CLINE","startTime":880.61,"endTime":883.142,"body":"or fear based decisioning."},{"speaker":"SPEAKER 1","startTime":883.142,"endTime":884.65,"body":"Awesome."},{"speaker":"SPEAKER 1","startTime":884.65,"endTime":888.46,"body":"Well, again, along those"},{"speaker":"SPEAKER 1","startTime":884.65,"endTime":888.46,"body":"veins, and this is more"},{"speaker":"SPEAKER 1","startTime":888.46,"endTime":894.04,"body":"for Val and Traci is, what can"},{"speaker":"SPEAKER 1","startTime":888.46,"endTime":894.04,"body":"carriers and partners do today"},{"speaker":"SPEAKER 1","startTime":894.04,"endTime":898.48,"body":"that really helped the agents"},{"speaker":"SPEAKER 1","startTime":894.04,"endTime":898.48,"body":"go through change management"},{"speaker":"SPEAKER 1","startTime":898.48,"endTime":900.87,"body":"and adopt new technology."},{"speaker":"TRACI MASLANKA","startTime":900.87,"endTime":902.62,"body":"I think"},{"speaker":"TRACI MASLANKA","startTime":900.87,"endTime":902.62,"body":"it's understanding"},{"speaker":"TRACI MASLANKA","startTime":902.62,"endTime":904.63,"body":"that we have to walk."},{"speaker":"TRACI MASLANKA","startTime":904.63,"endTime":906.16,"body":"There's a lot of"},{"speaker":"TRACI MASLANKA","startTime":904.63,"endTime":906.16,"body":"pieces that need"},{"speaker":"TRACI MASLANKA","startTime":906.16,"endTime":909.31,"body":"to come into place before"},{"speaker":"TRACI MASLANKA","startTime":906.16,"endTime":909.31,"body":"we can adopt new technology."},{"speaker":"TRACI MASLANKA","startTime":909.31,"endTime":910.525,"body":"Strategy is the biggest one."},{"speaker":"TRACI MASLANKA","startTime":910.525,"endTime":911.65,"body":"How are we going to use it?"},{"speaker":"TRACI MASLANKA","startTime":911.65,"endTime":913.06,"body":"What are our clients saying?"},{"speaker":"TRACI MASLANKA","startTime":913.06,"endTime":916.78,"body":"We all have different clientele,"},{"speaker":"TRACI MASLANKA","startTime":913.06,"endTime":916.78,"body":"some are more demanding,"},{"speaker":"TRACI MASLANKA","startTime":916.78,"endTime":919.15,"body":"some understand there's a"},{"speaker":"TRACI MASLANKA","startTime":916.78,"endTime":919.15,"body":"patient process depending"},{"speaker":"TRACI MASLANKA","startTime":919.15,"endTime":920.84,"body":"on the number markets you have."},{"speaker":"TRACI MASLANKA","startTime":920.84,"endTime":924.55,"body":"So understanding that piece,"},{"speaker":"TRACI MASLANKA","startTime":920.84,"endTime":924.55,"body":"but also seeing how it works."},{"speaker":"TRACI MASLANKA","startTime":924.55,"endTime":925.93,"body":"What do we need?"},{"speaker":"TRACI MASLANKA","startTime":925.93,"endTime":930.97,"body":"Understanding download, working"},{"speaker":"TRACI MASLANKA","startTime":925.93,"endTime":930.97,"body":"with IVANS, understanding we"},{"speaker":"TRACI MASLANKA","startTime":930.97,"endTime":932.93,"body":"don't want to do things twice."},{"speaker":"TRACI MASLANKA","startTime":932.93,"endTime":935.56,"body":"So I've worked with"},{"speaker":"TRACI MASLANKA","startTime":932.93,"endTime":935.56,"body":"a few vendors already"},{"speaker":"TRACI MASLANKA","startTime":935.56,"endTime":937.87,"body":"and some actually have"},{"speaker":"TRACI MASLANKA","startTime":935.56,"endTime":937.87,"body":"listened a little bit,"},{"speaker":"TRACI MASLANKA","startTime":937.87,"endTime":940.51,"body":"not necessarily to me, but"},{"speaker":"TRACI MASLANKA","startTime":937.87,"endTime":940.51,"body":"there's a company out there,"},{"speaker":"TRACI MASLANKA","startTime":940.51,"endTime":944.29,"body":"Wunderite, there's"},{"speaker":"TRACI MASLANKA","startTime":940.51,"endTime":944.29,"body":"other ones, Haphazard."},{"speaker":"TRACI MASLANKA","startTime":944.29,"endTime":946.9,"body":"They're listening that"},{"speaker":"TRACI MASLANKA","startTime":944.29,"endTime":946.9,"body":"we need an integration."},{"speaker":"TRACI MASLANKA","startTime":946.9,"endTime":950.08,"body":"We understand that on our"},{"speaker":"TRACI MASLANKA","startTime":946.9,"endTime":950.08,"body":"agency management system,"},{"speaker":"TRACI MASLANKA","startTime":950.08,"endTime":952.06,"body":"it's not always easy"},{"speaker":"TRACI MASLANKA","startTime":950.08,"endTime":952.06,"body":"to work with and break"},{"speaker":"TRACI MASLANKA","startTime":952.06,"endTime":954.49,"body":"those walls down, but"},{"speaker":"TRACI MASLANKA","startTime":952.06,"endTime":954.49,"body":"bring us to the table."},{"speaker":"TRACI MASLANKA","startTime":954.49,"endTime":957.37,"body":"Let us talk, let us figure"},{"speaker":"TRACI MASLANKA","startTime":954.49,"endTime":957.37,"body":"out what it is that we need,"},{"speaker":"TRACI MASLANKA","startTime":957.37,"endTime":959.8,"body":"what our clients--"},{"speaker":"TRACI MASLANKA","startTime":959.8,"endTime":962.457,"body":"You talked about the commercial"},{"speaker":"TRACI MASLANKA","startTime":959.8,"endTime":962.457,"body":"application for renewal,"},{"speaker":"TRACI MASLANKA","startTime":962.457,"endTime":964.54,"body":"you may only need what"},{"speaker":"TRACI MASLANKA","startTime":962.457,"endTime":964.54,"body":"three pieces of information"},{"speaker":"TRACI MASLANKA","startTime":964.54,"endTime":966.25,"body":"on an eight page app."},{"speaker":"TRACI MASLANKA","startTime":966.25,"endTime":970.57,"body":"When a client may receive"},{"speaker":"TRACI MASLANKA","startTime":966.25,"endTime":970.57,"body":"something like that, I mean,"},{"speaker":"TRACI MASLANKA","startTime":970.57,"endTime":972.82,"body":"think of anybody, you don't"},{"speaker":"TRACI MASLANKA","startTime":970.57,"endTime":972.82,"body":"want to look at something."},{"speaker":"TRACI MASLANKA","startTime":972.82,"endTime":976.22,"body":"You're hesitant to even respond,"},{"speaker":"TRACI MASLANKA","startTime":972.82,"endTime":976.22,"body":"just say, I'll do that later."},{"speaker":"TRACI MASLANKA","startTime":976.22,"endTime":978.94,"body":"So understanding we"},{"speaker":"TRACI MASLANKA","startTime":976.22,"endTime":978.94,"body":"have a speed to market"},{"speaker":"TRACI MASLANKA","startTime":978.94,"endTime":981.79,"body":"and we need to reduce the"},{"speaker":"TRACI MASLANKA","startTime":978.94,"endTime":981.79,"body":"friction, how can you help us?"},{"speaker":"TRACI MASLANKA","startTime":981.79,"endTime":983.62,"body":"And bring that in"},{"speaker":"TRACI MASLANKA","startTime":981.79,"endTime":983.62,"body":"whether it's download,"},{"speaker":"TRACI MASLANKA","startTime":983.62,"endTime":985.842,"body":"integrations with our"},{"speaker":"TRACI MASLANKA","startTime":983.62,"endTime":985.842,"body":"management systems."},{"speaker":"TRACI MASLANKA","startTime":985.842,"endTime":987.55,"body":"All those little pieces"},{"speaker":"TRACI MASLANKA","startTime":985.842,"endTime":987.55,"body":"and understanding"},{"speaker":"TRACI MASLANKA","startTime":987.55,"endTime":992.902,"body":"how we can make sure our data"},{"speaker":"TRACI MASLANKA","startTime":987.55,"endTime":992.902,"body":"is in the highest integrity."},{"speaker":"SPEAKER 1","startTime":992.902,"endTime":995.11,"body":"You said something"},{"speaker":"SPEAKER 1","startTime":992.902,"endTime":995.11,"body":"really important there,"},{"speaker":"SPEAKER 1","startTime":995.11,"endTime":997.93,"body":"bring you into the"},{"speaker":"SPEAKER 1","startTime":995.11,"endTime":997.93,"body":"conversation that helps"},{"speaker":"SPEAKER 1","startTime":997.93,"endTime":999.94,"body":"not only the"},{"speaker":"SPEAKER 1","startTime":997.93,"endTime":999.94,"body":"technology partners,"},{"speaker":"SPEAKER 1","startTime":999.94,"endTime":1003.42,"body":"but it also helps you"},{"speaker":"SPEAKER 1","startTime":999.94,"endTime":1003.42,"body":"be part of that process"},{"speaker":"SPEAKER 1","startTime":1003.42,"endTime":1005.67,"body":"and integrate that into"},{"speaker":"SPEAKER 1","startTime":1003.42,"endTime":1005.67,"body":"your change management"},{"speaker":"SPEAKER 1","startTime":1005.67,"endTime":1007.65,"body":"because you've been"},{"speaker":"SPEAKER 1","startTime":1005.67,"endTime":1007.65,"body":"part of the design."},{"speaker":"SPEAKER 1","startTime":1007.65,"endTime":1009.54,"body":"That's really important"},{"speaker":"SPEAKER 1","startTime":1007.65,"endTime":1009.54,"body":"is bringing people"},{"speaker":"SPEAKER 1","startTime":1009.54,"endTime":1013.436,"body":"into the conversation"},{"speaker":"SPEAKER 1","startTime":1009.54,"endTime":1013.436,"body":"early and often."},{"speaker":"ALLAN EGBERT: ","startTime":1013.436,"endTime":1016.62,"body":"You and I have"},{"speaker":"ALLAN EGBERT: ","startTime":1013.436,"endTime":1016.62,"body":"reflected and riffed on this"},{"speaker":"ALLAN EGBERT: ","startTime":1016.62,"endTime":1017.12,"body":"a lot."},{"speaker":"ALLAN EGBERT: ","startTime":1017.12,"endTime":1021.31,"body":"But when I'm thinking about how"},{"speaker":"ALLAN EGBERT: ","startTime":1017.12,"endTime":1021.31,"body":"the agents, and I've heard this"},{"speaker":"ALLAN EGBERT: ","startTime":1021.31,"endTime":1023.889,"body":"before, so initially"},{"speaker":"ALLAN EGBERT: ","startTime":1021.31,"endTime":1023.889,"body":"it was, you'd"},{"speaker":"ALLAN EGBERT: ","startTime":1023.889,"endTime":1027.4,"body":"get a lot of companies coming"},{"speaker":"ALLAN EGBERT: ","startTime":1023.889,"endTime":1027.4,"body":"in, a lot of bluster, hey,"},{"speaker":"ALLAN EGBERT: ","startTime":1027.4,"endTime":1028.329,"body":"we're taking over."},{"speaker":"ALLAN EGBERT: ","startTime":1028.329,"endTime":1032.77,"body":"We're pushing out the agents"},{"speaker":"ALLAN EGBERT: ","startTime":1028.329,"endTime":1032.77,"body":"who are the risk intermediaries"},{"speaker":"ALLAN EGBERT: ","startTime":1032.77,"endTime":1036.71,"body":"and the technology is"},{"speaker":"ALLAN EGBERT: ","startTime":1032.77,"endTime":1036.71,"body":"going to replace it."},{"speaker":"ALLAN EGBERT: ","startTime":1036.71,"endTime":1040.75,"body":"And then as time went on,"},{"speaker":"ALLAN EGBERT: ","startTime":1036.71,"endTime":1040.75,"body":"that was replaced with, Oh,"},{"speaker":"ALLAN EGBERT: ","startTime":1040.75,"endTime":1044.89,"body":"no just kidding, we're building"},{"speaker":"ALLAN EGBERT: ","startTime":1040.75,"endTime":1044.89,"body":"technology for these folks."},{"speaker":"ALLAN EGBERT: ","startTime":1044.89,"endTime":1050.05,"body":"And I think Val said some"},{"speaker":"ALLAN EGBERT: ","startTime":1044.89,"endTime":1050.05,"body":"things that reflected that."},{"speaker":"ALLAN EGBERT: ","startTime":1050.05,"endTime":1052.36,"body":"By that time he was--"},{"speaker":"ALLAN EGBERT: ","startTime":1050.05,"endTime":1052.36,"body":"and he was someone"},{"speaker":"ALLAN EGBERT: ","startTime":1052.36,"endTime":1054.4,"body":"who actually came from"},{"speaker":"ALLAN EGBERT: ","startTime":1052.36,"endTime":1054.4,"body":"insurance technology"},{"speaker":"ALLAN EGBERT: ","startTime":1054.4,"endTime":1055.48,"body":"before he was an agent."},{"speaker":"ALLAN EGBERT: ","startTime":1055.48,"endTime":1060.22,"body":"But certainly, that's not"},{"speaker":"ALLAN EGBERT: ","startTime":1055.48,"endTime":1060.22,"body":"what we were ever doing."},{"speaker":"ALLAN EGBERT: ","startTime":1060.22,"endTime":1062.89,"body":"But there were"},{"speaker":"ALLAN EGBERT: ","startTime":1060.22,"endTime":1062.89,"body":"early on definitely"},{"speaker":"ALLAN EGBERT: ","startTime":1062.89,"endTime":1068.29,"body":"strong plays that largely"},{"speaker":"ALLAN EGBERT: ","startTime":1062.89,"endTime":1068.29,"body":"prophesied the end of the agent"},{"speaker":"ALLAN EGBERT: ","startTime":1068.29,"endTime":1071.89,"body":"for the millionth"},{"speaker":"ALLAN EGBERT: ","startTime":1068.29,"endTime":1071.89,"body":"time and it did not."},{"speaker":"ALLAN EGBERT: ","startTime":1071.89,"endTime":1076.16,"body":"That prophecy of doom,"},{"speaker":"ALLAN EGBERT: ","startTime":1071.89,"endTime":1076.16,"body":"Mike, did not come to pass."},{"speaker":"ALLAN EGBERT: ","startTime":1076.16,"endTime":1076.66,"body":"So--"},{"speaker":"MIKE ALBERT","startTime":1076.66,"endTime":1077.59,"body":"Indeed."},{"speaker":"ALLAN EGBERT: ","startTime":1077.59,"endTime":1080.38,"body":"So the"},{"speaker":"ALLAN EGBERT: ","startTime":1077.59,"endTime":1080.38,"body":"other big topic, Mike,"},{"speaker":"ALLAN EGBERT: ","startTime":1080.38,"endTime":1085.15,"body":"was around carrier"},{"speaker":"ALLAN EGBERT: ","startTime":1080.38,"endTime":1085.15,"body":"agent relationship,"},{"speaker":"ALLAN EGBERT: ","startTime":1085.15,"endTime":1089.71,"body":"which as you and I both know,"},{"speaker":"ALLAN EGBERT: ","startTime":1085.15,"endTime":1089.71,"body":"if you ask an agency about"},{"speaker":"ALLAN EGBERT: ","startTime":1089.71,"endTime":1092.385,"body":"the relationship with"},{"speaker":"ALLAN EGBERT: ","startTime":1089.71,"endTime":1092.385,"body":"one specific carrier,"},{"speaker":"ALLAN EGBERT: ","startTime":1092.385,"endTime":1094.76,"body":"they'll tell you one thing"},{"speaker":"ALLAN EGBERT: ","startTime":1092.385,"endTime":1094.76,"body":"and then the carrier will have"},{"speaker":"ALLAN EGBERT: ","startTime":1094.76,"endTime":1097.91,"body":"a completely different"},{"speaker":"ALLAN EGBERT: ","startTime":1094.76,"endTime":1097.91,"body":"perspective on that"},{"speaker":"ALLAN EGBERT: ","startTime":1097.91,"endTime":1098.82,"body":"relationship."},{"speaker":"ALLAN EGBERT: ","startTime":1098.82,"endTime":1103.74,"body":"So what did you think of"},{"speaker":"ALLAN EGBERT: ","startTime":1098.82,"endTime":1103.74,"body":"like that segment and just"},{"speaker":"ALLAN EGBERT: ","startTime":1103.74,"endTime":1106.59,"body":"some thoughts around"},{"speaker":"ALLAN EGBERT: ","startTime":1103.74,"endTime":1106.59,"body":"that as they dug into it."},{"speaker":"MIKE ALBERT","startTime":1106.59,"endTime":1109.71,"body":"It's"},{"speaker":"MIKE ALBERT","startTime":1106.59,"endTime":1109.71,"body":"such a rich topic."},{"speaker":"MIKE ALBERT","startTime":1109.71,"endTime":1111.54,"body":"Last time we were"},{"speaker":"MIKE ALBERT","startTime":1109.71,"endTime":1111.54,"body":"on the podcast,"},{"speaker":"MIKE ALBERT","startTime":1111.54,"endTime":1115.26,"body":"we mentioned, Agencyport you"},{"speaker":"MIKE ALBERT","startTime":1111.54,"endTime":1115.26,"body":"and I both used to work there."},{"speaker":"MIKE ALBERT","startTime":1115.26,"endTime":1117.06,"body":"One of the greatest"},{"speaker":"MIKE ALBERT","startTime":1115.26,"endTime":1117.06,"body":"things that we ever"},{"speaker":"MIKE ALBERT","startTime":1117.06,"endTime":1119.07,"body":"did at Agencyport"},{"speaker":"MIKE ALBERT","startTime":1117.06,"endTime":1119.07,"body":"for marketing content"},{"speaker":"MIKE ALBERT","startTime":1119.07,"endTime":1121.29,"body":"was the agent insight"},{"speaker":"MIKE ALBERT","startTime":1119.07,"endTime":1121.29,"body":"tour which is still"},{"speaker":"MIKE ALBERT","startTime":1121.29,"endTime":1123.5,"body":"on YouTube believe it or not."},{"speaker":"MIKE ALBERT","startTime":1123.5,"endTime":1125.25,"body":"It's under the Agencyport"},{"speaker":"MIKE ALBERT","startTime":1123.5,"endTime":1125.25,"body":"YouTube account,"},{"speaker":"MIKE ALBERT","startTime":1125.25,"endTime":1126.81,"body":"long since abandoned,"},{"speaker":"MIKE ALBERT","startTime":1125.25,"endTime":1126.81,"body":"but the videos"},{"speaker":"MIKE ALBERT","startTime":1126.81,"endTime":1128.895,"body":"are out there, go check them out"},{"speaker":"MIKE ALBERT","startTime":1126.81,"endTime":1128.895,"body":"if you care about this topic."},{"speaker":"ALLAN EGBERT: ","startTime":1128.895,"endTime":1131.41,"body":"Or I would be"},{"speaker":"ALLAN EGBERT: ","startTime":1128.895,"endTime":1131.41,"body":"fined if you don't check them"},{"speaker":"ALLAN EGBERT: ","startTime":1131.41,"endTime":1131.91,"body":"out."},{"speaker":"MIKE ALBERT","startTime":1131.91,"endTime":1134.077,"body":"Oh, you're on"},{"speaker":"MIKE ALBERT","startTime":1131.91,"endTime":1134.077,"body":"some of those videos too."},{"speaker":"MIKE ALBERT","startTime":1134.077,"endTime":1137.76,"body":"And what is"},{"speaker":"MIKE ALBERT","startTime":1134.077,"endTime":1137.76,"body":"fascinating about those"},{"speaker":"MIKE ALBERT","startTime":1137.76,"endTime":1139.71,"body":"is we had a professional"},{"speaker":"MIKE ALBERT","startTime":1137.76,"endTime":1139.71,"body":"videographer,"},{"speaker":"MIKE ALBERT","startTime":1139.71,"endTime":1141.54,"body":"set up a camera"},{"speaker":"MIKE ALBERT","startTime":1139.71,"endTime":1141.54,"body":"while we sat down"},{"speaker":"MIKE ALBERT","startTime":1141.54,"endTime":1143.55,"body":"and talked to these"},{"speaker":"MIKE ALBERT","startTime":1141.54,"endTime":1143.55,"body":"agents about the carriers"},{"speaker":"MIKE ALBERT","startTime":1143.55,"endTime":1147.03,"body":"and frankly talk to some"},{"speaker":"MIKE ALBERT","startTime":1143.55,"endTime":1147.03,"body":"carriers on this trip as well."},{"speaker":"MIKE ALBERT","startTime":1147.03,"endTime":1150.99,"body":"And to hear the"},{"speaker":"MIKE ALBERT","startTime":1147.03,"endTime":1150.99,"body":"honest perspectives"},{"speaker":"MIKE ALBERT","startTime":1150.99,"endTime":1154.44,"body":"it's just so enlightening,"},{"speaker":"MIKE ALBERT","startTime":1150.99,"endTime":1154.44,"body":"it's so fascinating."},{"speaker":"MIKE ALBERT","startTime":1154.44,"endTime":1158.1,"body":"When you get down to the"},{"speaker":"MIKE ALBERT","startTime":1154.44,"endTime":1158.1,"body":"desk level at the agency"},{"speaker":"MIKE ALBERT","startTime":1158.1,"endTime":1159.78,"body":"and you get these"},{"speaker":"MIKE ALBERT","startTime":1158.1,"endTime":1159.78,"body":"folks that are just"},{"speaker":"MIKE ALBERT","startTime":1159.78,"endTime":1164.01,"body":"fixated on some of"},{"speaker":"MIKE ALBERT","startTime":1159.78,"endTime":1164.01,"body":"the minutia in terms"},{"speaker":"MIKE ALBERT","startTime":1164.01,"endTime":1166.38,"body":"of what makes it hard to work"},{"speaker":"MIKE ALBERT","startTime":1164.01,"endTime":1166.38,"body":"with a particular carrier."},{"speaker":"MIKE ALBERT","startTime":1166.38,"endTime":1168.3,"body":"Oh, these guys ask this"},{"speaker":"MIKE ALBERT","startTime":1166.38,"endTime":1168.3,"body":"particular question,"},{"speaker":"MIKE ALBERT","startTime":1168.3,"endTime":1171.72,"body":"or Oh, their system does this,"},{"speaker":"MIKE ALBERT","startTime":1168.3,"endTime":1171.72,"body":"or Oh, their password thing"},{"speaker":"MIKE ALBERT","startTime":1171.72,"endTime":1176.16,"body":"is that, you start to realize"},{"speaker":"MIKE ALBERT","startTime":1171.72,"endTime":1176.16,"body":"like how much opportunity there"},{"speaker":"MIKE ALBERT","startTime":1176.16,"endTime":1178.95,"body":"is for improvement in the space."},{"speaker":"MIKE ALBERT","startTime":1178.95,"endTime":1183.03,"body":"Anyway agent carrier"},{"speaker":"MIKE ALBERT","startTime":1178.95,"endTime":1183.03,"body":"relations is always"},{"speaker":"MIKE ALBERT","startTime":1183.03,"endTime":1185.49,"body":"a deep topic of discussion."},{"speaker":"MIKE ALBERT","startTime":1185.49,"endTime":1189.44,"body":"And that was no"},{"speaker":"MIKE ALBERT","startTime":1185.49,"endTime":1189.44,"body":"different this time."},{"speaker":"SPEAKER 1","startTime":1189.44,"endTime":1192.37,"body":"What"},{"speaker":"SPEAKER 1","startTime":1189.44,"endTime":1192.37,"body":"are the must haves"},{"speaker":"SPEAKER 1","startTime":1192.37,"endTime":1194.66,"body":"when you're creating"},{"speaker":"SPEAKER 1","startTime":1192.37,"endTime":1194.66,"body":"a relationship,"},{"speaker":"SPEAKER 1","startTime":1194.66,"endTime":1197.92,"body":"whether it be with an agency"},{"speaker":"SPEAKER 1","startTime":1194.66,"endTime":1197.92,"body":"or a carrier or partner,"},{"speaker":"SPEAKER 1","startTime":1197.92,"endTime":1200.29,"body":"you guys have three"},{"speaker":"SPEAKER 1","startTime":1197.92,"endTime":1200.29,"body":"different perspectives"},{"speaker":"SPEAKER 1","startTime":1200.29,"endTime":1202.81,"body":"and you touched on"},{"speaker":"SPEAKER 1","startTime":1200.29,"endTime":1202.81,"body":"that from, it ends up"},{"speaker":"SPEAKER 1","startTime":1202.81,"endTime":1204.43,"body":"becoming a relationship issue."},{"speaker":"SPEAKER 1","startTime":1204.43,"endTime":1208.21,"body":"Because if you do have a"},{"speaker":"SPEAKER 1","startTime":1204.43,"endTime":1208.21,"body":"carrier that's listening,"},{"speaker":"SPEAKER 1","startTime":1208.21,"endTime":1211.77,"body":"then they are going to bring you"},{"speaker":"SPEAKER 1","startTime":1208.21,"endTime":1211.77,"body":"into the conversation and vise"},{"speaker":"SPEAKER 1","startTime":1211.77,"endTime":1212.27,"body":"versa."},{"speaker":"SPEAKER 1","startTime":1212.27,"endTime":1213.29,"body":"And so on and so forth."},{"speaker":"SPEAKER 1","startTime":1213.29,"endTime":1217.16,"body":"So What are some of those must"},{"speaker":"SPEAKER 1","startTime":1213.29,"endTime":1217.16,"body":"haves when you're building"},{"speaker":"SPEAKER 1","startTime":1217.16,"endTime":1218.41,"body":"a relationship with a carrier?"},{"speaker":"SPEAKER 1","startTime":1218.41,"endTime":1219.828,"body":"Traci, I'll start"},{"speaker":"SPEAKER 1","startTime":1218.41,"endTime":1219.828,"body":"with you there."},{"speaker":"TRACI MASLANKA","startTime":1219.828,"endTime":1221.62,"body":"Trust"},{"speaker":"TRACI MASLANKA","startTime":1219.828,"endTime":1221.62,"body":"is the biggest thing."},{"speaker":"TRACI 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that"},{"speaker":"TRACI MASLANKA","startTime":1234.28,"endTime":1236.29,"body":"if there's a claim"},{"speaker":"TRACI MASLANKA","startTime":1236.29,"endTime":1238.48,"body":"and there's an issue or a"},{"speaker":"TRACI MASLANKA","startTime":1236.29,"endTime":1238.48,"body":"Friday afternoon special"},{"speaker":"TRACI MASLANKA","startTime":1238.48,"endTime":1242.05,"body":"like there is in personal lines"},{"speaker":"TRACI MASLANKA","startTime":1238.48,"endTime":1242.05,"body":"all the time, that you need"},{"speaker":"TRACI MASLANKA","startTime":1242.05,"endTime":1244.12,"body":"that person to pick up"},{"speaker":"TRACI MASLANKA","startTime":1242.05,"endTime":1244.12,"body":"the phone and be there,"},{"speaker":"TRACI MASLANKA","startTime":1244.12,"endTime":1246.46,"body":"but you also have to"},{"speaker":"TRACI MASLANKA","startTime":1244.12,"endTime":1246.46,"body":"understand the trust"},{"speaker":"TRACI MASLANKA","startTime":1246.46,"endTime":1249.76,"body":"and the agency is not going to"},{"speaker":"TRACI MASLANKA","startTime":1246.46,"endTime":1249.76,"body":"pull a fire alarm every time"},{"speaker":"TRACI MASLANKA","startTime":1249.76,"endTime":1251.02,"body":"something goes wrong."},{"speaker":"TRACI MASLANKA","startTime":1251.02,"endTime":1253.9,"body":"That they're usually only"},{"speaker":"TRACI MASLANKA","startTime":1251.02,"endTime":1253.9,"body":"calling when they actually"},{"speaker":"TRACI MASLANKA","startTime":1253.9,"endTime":1256.99,"body":"need something."},{"speaker":"SPEAKER 1","startTime":1256.99,"endTime":1258.95,"body":"And what"},{"speaker":"SPEAKER 1","startTime":1256.99,"endTime":1258.95,"body":"about you, Val?"},{"speaker":"VAL FEENEY","startTime":1258.95,"endTime":1261.51,"body":"I would say"},{"speaker":"VAL FEENEY","startTime":1258.95,"endTime":1261.51,"body":"consistency and flexibility."},{"speaker":"VAL FEENEY","startTime":1261.51,"endTime":1264.56,"body":"So if they are consistent"},{"speaker":"VAL 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FEENEY","startTime":1318.98,"endTime":1322.295,"body":"targeting as well for them."},{"speaker":"SPEAKER 1","startTime":1322.295,"endTime":1325.8,"body":"Val, I mean,"},{"speaker":"SPEAKER 1","startTime":1322.295,"endTime":1325.8,"body":"flexibility is a good--"},{"speaker":"SPEAKER 1","startTime":1325.8,"endTime":1329.57,"body":"Could you give us a good"},{"speaker":"SPEAKER 1","startTime":1325.8,"endTime":1329.57,"body":"example of an instance where"},{"speaker":"SPEAKER 1","startTime":1329.57,"endTime":1333.35,"body":"it worked really well or"},{"speaker":"SPEAKER 1","startTime":1329.57,"endTime":1333.35,"body":"something that you've seen work"},{"speaker":"SPEAKER 1","startTime":1333.35,"endTime":1335.33,"body":"really well in that scenario?"},{"speaker":"VAL FEENEY","startTime":1335.33,"endTime":1336.08,"body":"Right."},{"speaker":"VAL FEENEY","startTime":1336.08,"endTime":1339.14,"body":"So I mean, seven"},{"speaker":"VAL FEENEY","startTime":1336.08,"endTime":1339.14,"body":"years ago, flexibility"},{"speaker":"VAL FEENEY","startTime":1339.14,"endTime":1342.8,"body":"wasn't a distinguishing"},{"speaker":"VAL FEENEY","startTime":1339.14,"endTime":1342.8,"body":"attribute for a carrier"},{"speaker":"VAL FEENEY","startTime":1342.8,"endTime":1345.38,"body":"because in the soft market,"},{"speaker":"VAL FEENEY","startTime":1342.8,"endTime":1345.38,"body":"a lot of underwriters"},{"speaker":"VAL FEENEY","startTime":1345.38,"endTime":1347.69,"body":"will bend to write anything."},{"speaker":"VAL FEENEY","startTime":1347.69,"endTime":1349.22,"body":"But in the last"},{"speaker":"VAL FEENEY","startTime":1347.69,"endTime":1349.22,"body":"three or four years"},{"speaker":"VAL FEENEY","startTime":1349.22,"endTime":1352.61,"body":"or whatever the estimate"},{"speaker":"VAL FEENEY","startTime":1349.22,"endTime":1352.61,"body":"is on the hard market,"},{"speaker":"VAL FEENEY","startTime":1352.61,"endTime":1354.8,"body":"flexibility is huge"},{"speaker":"VAL FEENEY","startTime":1352.61,"endTime":1354.8,"body":"now because everyone's"},{"speaker":"VAL FEENEY","startTime":1354.8,"endTime":1360.23,"body":"so rigid with their underwriting"},{"speaker":"VAL FEENEY","startTime":1354.8,"endTime":1360.23,"body":"guidelines and their loss"},{"speaker":"VAL FEENEY","startTime":1360.23,"endTime":1364.22,"body":"ratios on what will work"},{"speaker":"VAL FEENEY","startTime":1360.23,"endTime":1364.22,"body":"and what won't work."},{"speaker":"VAL FEENEY","startTime":1364.22,"endTime":1367.7,"body":"If you can work with a"},{"speaker":"VAL FEENEY","startTime":1364.22,"endTime":1367.7,"body":"carrier up front going"},{"speaker":"VAL FEENEY","startTime":1367.7,"endTime":1375.53,"body":"after a prospect for an IC and"},{"speaker":"VAL FEENEY","startTime":1367.7,"endTime":1375.53,"body":"one company that is flexible,"},{"speaker":"VAL FEENEY","startTime":1375.53,"endTime":1379.4,"body":"for me anyways, I'm heavy"},{"speaker":"VAL FEENEY","startTime":1375.53,"endTime":1379.4,"body":"in the life sciences,"},{"speaker":"VAL FEENEY","startTime":1379.4,"endTime":1383.6,"body":"they will be flexible because"},{"speaker":"VAL FEENEY","startTime":1379.4,"endTime":1383.6,"body":"I'll be very upfront with them"},{"speaker":"VAL FEENEY","startTime":1383.6,"endTime":1386.75,"body":"on the prospect and I'll"},{"speaker":"VAL FEENEY","startTime":1383.6,"endTime":1386.75,"body":"bring it to them before I even"},{"speaker":"VAL FEENEY","startTime":1386.75,"endTime":1387.84,"body":"go to the meeting."},{"speaker":"VAL FEENEY","startTime":1387.84,"endTime":1390.44,"body":"And they'll say, Oh, we saw the"},{"speaker":"VAL FEENEY","startTime":1387.84,"endTime":1390.44,"body":"submission three or four years"},{"speaker":"VAL FEENEY","startTime":1390.44,"endTime":1392.99,"body":"ago and here were the issues."},{"speaker":"VAL FEENEY","startTime":1392.99,"endTime":1395.51,"body":"And so then I say, can"},{"speaker":"VAL FEENEY","startTime":1392.99,"endTime":1395.51,"body":"we work around those?"},{"speaker":"VAL FEENEY","startTime":1395.51,"endTime":1399.2,"body":"Sometimes they'll say, no,"},{"speaker":"VAL FEENEY","startTime":1395.51,"endTime":1399.2,"body":"sometimes they'll say, may be."},{"speaker":"VAL FEENEY","startTime":1399.2,"endTime":1402.05,"body":"But then a few"},{"speaker":"VAL FEENEY","startTime":1399.2,"endTime":1402.05,"body":"times they've said,"},{"speaker":"VAL FEENEY","startTime":1402.05,"endTime":1404.93,"body":"at the time we didn't"},{"speaker":"VAL FEENEY","startTime":1402.05,"endTime":1404.93,"body":"like it, but knowing"},{"speaker":"VAL FEENEY","startTime":1404.93,"endTime":1407.66,"body":"that if you and your team go"},{"speaker":"VAL FEENEY","startTime":1404.93,"endTime":1407.66,"body":"in and you do the strategy"},{"speaker":"VAL FEENEY","startTime":1407.66,"endTime":1412.16,"body":"you normally do, and you help us"},{"speaker":"VAL FEENEY","startTime":1407.66,"endTime":1412.16,"body":"implement this risk management,"},{"speaker":"VAL FEENEY","startTime":1412.16,"endTime":1416.035,"body":"we'll write it even though"},{"speaker":"VAL FEENEY","startTime":1412.16,"endTime":1416.035,"body":"we told the other incumbent--"},{"speaker":"VAL FEENEY","startTime":1416.035,"endTime":1417.41,"body":"even though we"},{"speaker":"VAL FEENEY","startTime":1416.035,"endTime":1417.41,"body":"gave a declination"},{"speaker":"VAL FEENEY","startTime":1417.41,"endTime":1419.868,"body":"to the other incumbent, which"},{"speaker":"VAL FEENEY","startTime":1417.41,"endTime":1419.868,"body":"might piss off the incumbent,"},{"speaker":"VAL FEENEY","startTime":1419.868,"endTime":1421.49,"body":"but that's not my problem."},{"speaker":"VAL FEENEY","startTime":1421.49,"endTime":1424.1,"body":"I went to the"},{"speaker":"VAL FEENEY","startTime":1421.49,"endTime":1424.1,"body":"carrier proactively."},{"speaker":"VAL FEENEY","startTime":1424.1,"endTime":1425.9,"body":"So that's a good"},{"speaker":"VAL FEENEY","startTime":1424.1,"endTime":1425.9,"body":"example of flexibility"},{"speaker":"VAL FEENEY","startTime":1425.9,"endTime":1427.52,"body":"that helps us win"},{"speaker":"VAL FEENEY","startTime":1425.9,"endTime":1427.52,"body":"accounts that they"},{"speaker":"VAL FEENEY","startTime":1427.52,"endTime":1430.715,"body":"may have otherwise declined in"},{"speaker":"VAL FEENEY","startTime":1427.52,"endTime":1430.715,"body":"the past three or four years."},{"speaker":"SPEAKER 1","startTime":1430.715,"endTime":1431.94,"body":"Great example."},{"speaker":"SPEAKER 1","startTime":1431.94,"endTime":1432.66,"body":"Thank you."},{"speaker":"SPEAKER 1","startTime":1432.66,"endTime":1434.312,"body":"Chris, what are"},{"speaker":"SPEAKER 1","startTime":1432.66,"endTime":1434.312,"body":"your thoughts there?"},{"speaker":"CHRIS CLINE","startTime":1434.312,"endTime":1435.77,"body":"Yeah,"},{"speaker":"CHRIS CLINE","startTime":1434.312,"endTime":1435.77,"body":"I would say too."},{"speaker":"CHRIS CLINE","startTime":1435.77,"endTime":1438.693,"body":"And I think Tracy and Val"},{"speaker":"CHRIS CLINE","startTime":1435.77,"endTime":1438.693,"body":"provided some great examples."},{"speaker":"CHRIS CLINE","startTime":1438.693,"endTime":1441.11,"body":"That was part of what I was"},{"speaker":"CHRIS CLINE","startTime":1438.693,"endTime":1441.11,"body":"accountable for on the carrier"},{"speaker":"CHRIS CLINE","startTime":1441.11,"endTime":1443.36,"body":"side, was appointing and"},{"speaker":"CHRIS CLINE","startTime":1441.11,"endTime":1443.36,"body":"managing the overall agency"},{"speaker":"CHRIS CLINE","startTime":1443.36,"endTime":1445.97,"body":"lifecycle."},{"speaker":"CHRIS CLINE","startTime":1445.97,"endTime":1447.83,"body":"And I was in a carrier"},{"speaker":"CHRIS CLINE","startTime":1445.97,"endTime":1447.83,"body":"that was on a really"},{"speaker":"CHRIS CLINE","startTime":1447.83,"endTime":1450.71,"body":"aggressive appointment strategy"},{"speaker":"CHRIS CLINE","startTime":1447.83,"endTime":1450.71,"body":"over the last several years."},{"speaker":"CHRIS CLINE","startTime":1450.71,"endTime":1456.09,"body":"And quite candidly,"},{"speaker":"CHRIS CLINE","startTime":1450.71,"endTime":1456.09,"body":"it was the 80-20 rule."},{"speaker":"CHRIS CLINE","startTime":1456.09,"endTime":1462.23,"body":"I mean, it was North of 900 new"},{"speaker":"CHRIS CLINE","startTime":1456.09,"endTime":1462.23,"body":"agency appointments in a five"},{"speaker":"CHRIS CLINE","startTime":1462.23,"endTime":1463.22,"body":"year window."},{"speaker":"CHRIS CLINE","startTime":1463.22,"endTime":1466.97,"body":"Maybe 10% or 20% of them"},{"speaker":"CHRIS CLINE","startTime":1463.22,"endTime":1466.97,"body":"really actually succeeded."},{"speaker":"CHRIS CLINE","startTime":1466.97,"endTime":1468.8,"body":"And at first, with"},{"speaker":"CHRIS CLINE","startTime":1466.97,"endTime":1468.8,"body":"the carrier bias,"},{"speaker":"CHRIS CLINE","startTime":1468.8,"endTime":1471.5,"body":"I thought that was just"},{"speaker":"CHRIS CLINE","startTime":1468.8,"endTime":1471.5,"body":"the agency didn't really"},{"speaker":"CHRIS CLINE","startTime":1471.5,"endTime":1475.07,"body":"give as much value or"},{"speaker":"CHRIS CLINE","startTime":1471.5,"endTime":1475.07,"body":"assign as much value"},{"speaker":"CHRIS CLINE","startTime":1475.07,"endTime":1478.22,"body":"to having access to the carrier"},{"speaker":"CHRIS CLINE","startTime":1475.07,"endTime":1478.22,"body":"as up, but the more and more,"},{"speaker":"CHRIS CLINE","startTime":1478.22,"endTime":1479.72,"body":"we started to dig"},{"speaker":"CHRIS CLINE","startTime":1478.22,"endTime":1479.72,"body":"into that and look"},{"speaker":"CHRIS CLINE","startTime":1479.72,"endTime":1481.64,"body":"at how the carrier"},{"speaker":"CHRIS CLINE","startTime":1479.72,"endTime":1481.64,"body":"actually executed"},{"speaker":"CHRIS CLINE","startTime":1481.64,"endTime":1485.18,"body":"against what we thought"},{"speaker":"CHRIS CLINE","startTime":1481.64,"endTime":1485.18,"body":"our value prop was,"},{"speaker":"CHRIS CLINE","startTime":1485.18,"endTime":1487.05,"body":"weren't succeeding there either."},{"speaker":"CHRIS CLINE","startTime":1487.05,"endTime":1490.375,"body":"So what I would say is"},{"speaker":"CHRIS CLINE","startTime":1487.05,"endTime":1490.375,"body":"that, on the carrier side,"},{"speaker":"CHRIS CLINE","startTime":1490.375,"endTime":1491.75,"body":"whether you're in"},{"speaker":"CHRIS CLINE","startTime":1490.375,"endTime":1491.75,"body":"the broker side"},{"speaker":"CHRIS CLINE","startTime":1491.75,"endTime":1495.56,"body":"or trying to understand this,"},{"speaker":"CHRIS CLINE","startTime":1491.75,"endTime":1495.56,"body":"is that, it's really easy"},{"speaker":"CHRIS CLINE","startTime":1495.56,"endTime":1498.62,"body":"to look at a market that you"},{"speaker":"CHRIS CLINE","startTime":1495.56,"endTime":1498.62,"body":"might lose some accounts to,"},{"speaker":"CHRIS CLINE","startTime":1498.62,"endTime":1502.88,"body":"maybe they've had just this"},{"speaker":"CHRIS CLINE","startTime":1498.62,"endTime":1502.88,"body":"industry long romance attached"},{"speaker":"CHRIS CLINE","startTime":1502.88,"endTime":1504.44,"body":"to being able to represent them."},{"speaker":"CHRIS CLINE","startTime":1504.44,"endTime":1506.18,"body":"But companies change,"},{"speaker":"CHRIS CLINE","startTime":1504.44,"endTime":1506.18,"body":"brokers change."},{"speaker":"CHRIS CLINE","startTime":1506.18,"endTime":1508.28,"body":"So the more you can"},{"speaker":"CHRIS CLINE","startTime":1506.18,"endTime":1508.28,"body":"spend time really"},{"speaker":"CHRIS CLINE","startTime":1508.28,"endTime":1511.267,"body":"getting into how you do business"},{"speaker":"CHRIS CLINE","startTime":1508.28,"endTime":1511.267,"body":"with them, it's important."},{"speaker":"CHRIS CLINE","startTime":1511.267,"endTime":1511.85,"body":"What is there?"},{"speaker":"CHRIS CLINE","startTime":1511.85,"endTime":1514.07,"body":"You guys have referenced"},{"speaker":"CHRIS CLINE","startTime":1511.85,"endTime":1514.07,"body":"marketing reps, what"},{"speaker":"CHRIS CLINE","startTime":1514.07,"endTime":1515.69,"body":"is the field service model?"},{"speaker":"CHRIS CLINE","startTime":1515.69,"endTime":1517.07,"body":"What are the platforms?"},{"speaker":"CHRIS CLINE","startTime":1517.07,"endTime":1518.39,"body":"What is binding authority?"},{"speaker":"CHRIS CLINE","startTime":1518.39,"endTime":1522.33,"body":"What is the agent or"},{"speaker":"CHRIS CLINE","startTime":1518.39,"endTime":1522.33,"body":"broker a record process."},{"speaker":"CHRIS CLINE","startTime":1522.33,"endTime":1526.97,"body":"I can tell you with real data,"},{"speaker":"CHRIS CLINE","startTime":1522.33,"endTime":1526.97,"body":"across the 900 new agency"},{"speaker":"CHRIS CLINE","startTime":1526.97,"endTime":1530.06,"body":"appointments, the number"},{"speaker":"CHRIS CLINE","startTime":1526.97,"endTime":1530.06,"body":"of them that actually asked"},{"speaker":"CHRIS CLINE","startTime":1530.06,"endTime":1532.49,"body":"to read the agency"},{"speaker":"CHRIS CLINE","startTime":1530.06,"endTime":1532.49,"body":"agreement first,"},{"speaker":"CHRIS CLINE","startTime":1532.49,"endTime":1535.4,"body":"I could probably count"},{"speaker":"CHRIS CLINE","startTime":1532.49,"endTime":1535.4,"body":"on less than two hands."},{"speaker":"CHRIS CLINE","startTime":1535.4,"endTime":1537.11,"body":"It blows my mind."},{"speaker":"CHRIS CLINE","startTime":1537.11,"endTime":1539.24,"body":"So to get cynical,"},{"speaker":"CHRIS CLINE","startTime":1537.11,"endTime":1539.24,"body":"I say sometimes,"},{"speaker":"CHRIS CLINE","startTime":1539.24,"endTime":1542.065,"body":"start at what a divorce looks"},{"speaker":"CHRIS CLINE","startTime":1539.24,"endTime":1542.065,"body":"like and work backwards."},{"speaker":"CHRIS CLINE","startTime":1542.065,"endTime":1543.44,"body":"Because those"},{"speaker":"CHRIS CLINE","startTime":1542.065,"endTime":1543.44,"body":"carrier agreements,"},{"speaker":"CHRIS CLINE","startTime":1543.44,"endTime":1545.787,"body":"those commission agreements,"},{"speaker":"CHRIS CLINE","startTime":1543.44,"endTime":1545.787,"body":"the field service model,"},{"speaker":"CHRIS CLINE","startTime":1545.787,"endTime":1547.62,"body":"the platforms that"},{"speaker":"CHRIS CLINE","startTime":1545.787,"endTime":1547.62,"body":"you're going to be asked,"},{"speaker":"CHRIS CLINE","startTime":1547.62,"endTime":1549.625,"body":"do you guys reference, portals."},{"speaker":"CHRIS CLINE","startTime":1549.625,"endTime":1551.75,"body":"And if you're trying to"},{"speaker":"CHRIS CLINE","startTime":1549.625,"endTime":1551.75,"body":"grind and do your own thing"},{"speaker":"CHRIS CLINE","startTime":1551.75,"endTime":1553.85,"body":"and you're not getting"},{"speaker":"CHRIS CLINE","startTime":1551.75,"endTime":1553.85,"body":"phone calls back"},{"speaker":"CHRIS CLINE","startTime":1553.85,"endTime":1556.763,"body":"and the underwriter is thinking,"},{"speaker":"CHRIS CLINE","startTime":1553.85,"endTime":1556.763,"body":"well, I'm not giving Val."},{"speaker":"CHRIS CLINE","startTime":1556.763,"endTime":1558.68,"body":"Time of day, he's not"},{"speaker":"CHRIS CLINE","startTime":1556.763,"endTime":1558.68,"body":"doing the things the way"},{"speaker":"CHRIS CLINE","startTime":1558.68,"endTime":1560.36,"body":"I'm supposed to do things."},{"speaker":"CHRIS CLINE","startTime":1560.36,"endTime":1562.52,"body":"A lot of it is because"},{"speaker":"CHRIS CLINE","startTime":1560.36,"endTime":1562.52,"body":"people didn't sit down"},{"speaker":"CHRIS CLINE","startTime":1562.52,"endTime":1565.1,"body":"once they got past the"},{"speaker":"CHRIS CLINE","startTime":1562.52,"endTime":1565.1,"body":"romance of the possible deal"},{"speaker":"CHRIS CLINE","startTime":1565.1,"endTime":1567.53,"body":"and having access to a"},{"speaker":"CHRIS CLINE","startTime":1565.1,"endTime":1567.53,"body":"market, or the carrier"},{"speaker":"CHRIS CLINE","startTime":1567.53,"endTime":1571.1,"body":"having access to a hot agent"},{"speaker":"CHRIS CLINE","startTime":1567.53,"endTime":1571.1,"body":"didn't spend time really"},{"speaker":"CHRIS CLINE","startTime":1571.1,"endTime":1573.62,"body":"understanding the nuance of"},{"speaker":"CHRIS CLINE","startTime":1571.1,"endTime":1573.62,"body":"how to do business together."},{"speaker":"CHRIS CLINE","startTime":1573.62,"endTime":1576.57,"body":"So it's not the"},{"speaker":"CHRIS CLINE","startTime":1573.62,"endTime":1576.57,"body":"romantic and sexy stuff."},{"speaker":"CHRIS CLINE","startTime":1576.57,"endTime":1579.23,"body":"But at the end of the"},{"speaker":"CHRIS CLINE","startTime":1576.57,"endTime":1579.23,"body":"day, when the distribution"},{"speaker":"CHRIS CLINE","startTime":1579.23,"endTime":1582.26,"body":"leadership or the marketing"},{"speaker":"CHRIS CLINE","startTime":1579.23,"endTime":1582.26,"body":"team and the senior leadership"},{"speaker":"CHRIS CLINE","startTime":1582.26,"endTime":1583.85,"body":"of the agency step"},{"speaker":"CHRIS CLINE","startTime":1582.26,"endTime":1583.85,"body":"out of the room"},{"speaker":"CHRIS CLINE","startTime":1583.85,"endTime":1586.49,"body":"and underwriters and"},{"speaker":"CHRIS CLINE","startTime":1583.85,"endTime":1586.49,"body":"producers and account execs"},{"speaker":"CHRIS CLINE","startTime":1586.49,"endTime":1588.71,"body":"have to do business"},{"speaker":"CHRIS CLINE","startTime":1586.49,"endTime":1588.71,"body":"together, all that stuff"},{"speaker":"CHRIS CLINE","startTime":1588.71,"endTime":1591.92,"body":"that was discussed"},{"speaker":"CHRIS CLINE","startTime":1588.71,"endTime":1591.92,"body":"in the nicest offices"},{"speaker":"CHRIS CLINE","startTime":1591.92,"endTime":1594.2,"body":"doesn't carry the"},{"speaker":"CHRIS CLINE","startTime":1591.92,"endTime":1594.2,"body":"weight that it once did."},{"speaker":"CHRIS CLINE","startTime":1594.2,"endTime":1596.45,"body":"So go one level"},{"speaker":"CHRIS CLINE","startTime":1594.2,"endTime":1596.45,"body":"deeper into really"},{"speaker":"CHRIS CLINE","startTime":1596.45,"endTime":1598.61,"body":"what it looks like to do"},{"speaker":"CHRIS CLINE","startTime":1596.45,"endTime":1598.61,"body":"business with each other."},{"speaker":"SPEAKER 1","startTime":1598.61,"endTime":1599.86,"body":"Thank you for that."},{"speaker":"SPEAKER 1","startTime":1599.86,"endTime":1602.57,"body":"So what I'm hearing is, it's"},{"speaker":"SPEAKER 1","startTime":1599.86,"endTime":1602.57,"body":"not just the technology,"},{"speaker":"SPEAKER 1","startTime":1602.57,"endTime":1603.74,"body":"it's not just the process."},{"speaker":"SPEAKER 1","startTime":1603.74,"endTime":1606.2,"body":"It's the relationship"},{"speaker":"SPEAKER 1","startTime":1603.74,"endTime":1606.2,"body":"that goes hand in hand"},{"speaker":"SPEAKER 1","startTime":1606.2,"endTime":1607.73,"body":"with all these three things."},{"speaker":"SPEAKER 1","startTime":1607.73,"endTime":1610.475,"body":"Is just like listening and"},{"speaker":"SPEAKER 1","startTime":1607.73,"endTime":1610.475,"body":"being open whether you're"},{"speaker":"SPEAKER 1","startTime":1610.475,"endTime":1613.19,"body":"a carrier, whether you're"},{"speaker":"SPEAKER 1","startTime":1610.475,"endTime":1613.19,"body":"an agent or insuretech,"},{"speaker":"SPEAKER 1","startTime":1613.19,"endTime":1615.08,"body":"listen and be open"},{"speaker":"SPEAKER 1","startTime":1613.19,"endTime":1615.08,"body":"to really what"},{"speaker":"SPEAKER 1","startTime":1615.08,"endTime":1616.79,"body":"your customers are looking for."},{"speaker":"CHRIS CLINE","startTime":1616.79,"endTime":1618.8,"body":"I would"},{"speaker":"CHRIS CLINE","startTime":1616.79,"endTime":1618.8,"body":"add real quick, Simon."},{"speaker":"CHRIS CLINE","startTime":1618.8,"endTime":1622.1,"body":"We've all heard the old"},{"speaker":"CHRIS CLINE","startTime":1618.8,"endTime":1622.1,"body":"adage that all of these"},{"speaker":"CHRIS CLINE","startTime":1622.1,"endTime":1624.41,"body":"takes people, process,"},{"speaker":"CHRIS CLINE","startTime":1622.1,"endTime":1624.41,"body":"and technology."},{"speaker":"CHRIS CLINE","startTime":1624.41,"endTime":1628.64,"body":"And when that works well,"},{"speaker":"CHRIS CLINE","startTime":1624.41,"endTime":1628.64,"body":"things actually work well."},{"speaker":"CHRIS CLINE","startTime":1628.64,"endTime":1630.95,"body":"But it's pretty easy"},{"speaker":"CHRIS CLINE","startTime":1628.64,"endTime":1630.95,"body":"to get out of whack"},{"speaker":"CHRIS CLINE","startTime":1630.95,"endTime":1633.89,"body":"on those types of things,"},{"speaker":"CHRIS CLINE","startTime":1630.95,"endTime":1633.89,"body":"and to think about technology"},{"speaker":"CHRIS CLINE","startTime":1633.89,"endTime":1637.16,"body":"as a solution for poor"},{"speaker":"CHRIS CLINE","startTime":1633.89,"endTime":1637.16,"body":"process or not being"},{"speaker":"CHRIS CLINE","startTime":1637.16,"endTime":1639.26,"body":"willing to manage"},{"speaker":"CHRIS CLINE","startTime":1637.16,"endTime":1639.26,"body":"underperforming people"},{"speaker":"CHRIS CLINE","startTime":1639.26,"endTime":1641.88,"body":"or to train your staff"},{"speaker":"CHRIS CLINE","startTime":1639.26,"endTime":1641.88,"body":"and those types of things."},{"speaker":"CHRIS CLINE","startTime":1641.88,"endTime":1644.93,"body":"So it's really important to"},{"speaker":"CHRIS CLINE","startTime":1641.88,"endTime":1644.93,"body":"step back with a broader lens"},{"speaker":"CHRIS CLINE","startTime":1644.93,"endTime":1647.57,"body":"and to actually think about"},{"speaker":"CHRIS CLINE","startTime":1644.93,"endTime":1647.57,"body":"what makes things work"},{"speaker":"CHRIS CLINE","startTime":1647.57,"endTime":1650.108,"body":"or why something is broken."},{"speaker":"CHRIS CLINE","startTime":1650.108,"endTime":1651.65,"body":"And in my prior"},{"speaker":"CHRIS CLINE","startTime":1650.108,"endTime":1651.65,"body":"life, we would always"},{"speaker":"CHRIS CLINE","startTime":1651.65,"endTime":1655.01,"body":"say if the results start to"},{"speaker":"CHRIS CLINE","startTime":1651.65,"endTime":1655.01,"body":"tank, if submissions start"},{"speaker":"CHRIS CLINE","startTime":1655.01,"endTime":1657.6,"body":"to go down, if hit"},{"speaker":"CHRIS CLINE","startTime":1655.01,"endTime":1657.6,"body":"ratios start to collapse,"},{"speaker":"CHRIS CLINE","startTime":1657.6,"endTime":1660.358,"body":"we want to train our employees."},{"speaker":"CHRIS CLINE","startTime":1660.358,"endTime":1662.9,"body":"Well, maybe it's not training,"},{"speaker":"CHRIS CLINE","startTime":1660.358,"endTime":1662.9,"body":"maybe it's a leadership issue,"},{"speaker":"CHRIS CLINE","startTime":1662.9,"endTime":1664.692,"body":"maybe we're not holding"},{"speaker":"CHRIS CLINE","startTime":1662.9,"endTime":1664.692,"body":"people accountable,"},{"speaker":"CHRIS CLINE","startTime":1664.692,"endTime":1667.52,"body":"maybe we haven't defined"},{"speaker":"CHRIS CLINE","startTime":1664.692,"endTime":1667.52,"body":"what success looks like"},{"speaker":"CHRIS CLINE","startTime":1667.52,"endTime":1670.16,"body":"and what exactly do you"},{"speaker":"CHRIS CLINE","startTime":1667.52,"endTime":1670.16,"body":"want an employee to be"},{"speaker":"CHRIS CLINE","startTime":1670.16,"endTime":1672.41,"body":"doing for the eight hours"},{"speaker":"CHRIS CLINE","startTime":1670.16,"endTime":1672.41,"body":"you're paying them each day."},{"speaker":"CHRIS CLINE","startTime":1672.41,"endTime":1674.81,"body":"And then, are you giving them"},{"speaker":"CHRIS CLINE","startTime":1672.41,"endTime":1674.81,"body":"the tools, the resources,"},{"speaker":"CHRIS CLINE","startTime":1674.81,"endTime":1676.07,"body":"and processes to do it."},{"speaker":"CHRIS CLINE","startTime":1676.07,"endTime":1680.33,"body":"So in this environment, we want"},{"speaker":"CHRIS CLINE","startTime":1676.07,"endTime":1680.33,"body":"to talk a lot about technology"},{"speaker":"CHRIS CLINE","startTime":1680.33,"endTime":1683.67,"body":"and it is a phenomenal tool to"},{"speaker":"CHRIS CLINE","startTime":1680.33,"endTime":1683.67,"body":"enable those types of things."},{"speaker":"CHRIS CLINE","startTime":1683.67,"endTime":1686.09,"body":"But oftentimes, it's"},{"speaker":"CHRIS CLINE","startTime":1683.67,"endTime":1686.09,"body":"something that we"},{"speaker":"CHRIS CLINE","startTime":1686.09,"endTime":1690.29,"body":"can manage more quickly and more"},{"speaker":"CHRIS CLINE","startTime":1686.09,"endTime":1690.29,"body":"succinctly, if as leaders, we"},{"speaker":"CHRIS CLINE","startTime":1690.29,"endTime":1692.443,"body":"were more engaged,"},{"speaker":"CHRIS CLINE","startTime":1690.29,"endTime":1692.443,"body":"more true to what"},{"speaker":"CHRIS CLINE","startTime":1692.443,"endTime":1693.86,"body":"we were asking our"},{"speaker":"CHRIS CLINE","startTime":1692.443,"endTime":1693.86,"body":"employees to do"},{"speaker":"CHRIS CLINE","startTime":1693.86,"endTime":1695.41,"body":"and holding them accountable."},{"speaker":"SPEAKER 1","startTime":1695.41,"endTime":1698.595,"body":"Thank you."},{"speaker":"ALLAN EGBERT: ","startTime":1698.595,"endTime":1700.97,"body":"Any other wrap"},{"speaker":"ALLAN EGBERT: ","startTime":1698.595,"endTime":1700.97,"body":"up thoughts from InsurTech"},{"speaker":"ALLAN EGBERT: ","startTime":1700.97,"endTime":1701.47,"body":"Boston?"},{"speaker":"ALLAN EGBERT: ","startTime":1701.47,"endTime":1704.84,"body":"I was keeping track of"},{"speaker":"ALLAN EGBERT: ","startTime":1701.47,"endTime":1704.84,"body":"who ate the most Twix"},{"speaker":"ALLAN EGBERT: ","startTime":1704.84,"endTime":1710.54,"body":"bars from the expanded"},{"speaker":"ALLAN EGBERT: ","startTime":1704.84,"endTime":1710.54,"body":"concessions offering."},{"speaker":"ALLAN EGBERT: ","startTime":1710.54,"endTime":1715.58,"body":"You'd be surprised to learn it"},{"speaker":"ALLAN EGBERT: ","startTime":1710.54,"endTime":1715.58,"body":"was a representative from a New"},{"speaker":"ALLAN EGBERT: ","startTime":1715.58,"endTime":1718.7,"body":"England carrier, who was hitting"},{"speaker":"ALLAN EGBERT: ","startTime":1715.58,"endTime":1718.7,"body":"the Twix bars pretty hard."},{"speaker":"ALLAN EGBERT: ","startTime":1721.98,"endTime":1725.365,"body":"What other interesting--"},{"speaker":"ALLAN EGBERT: ","startTime":1721.98,"endTime":1725.365,"body":"we didn't have a--"},{"speaker":"MIKE ALBERT","startTime":1725.365,"endTime":1726.74,"body":"I"},{"speaker":"MIKE ALBERT","startTime":1725.365,"endTime":1726.74,"body":"don't follow that."},{"speaker":"ALLAN EGBERT: ","startTime":1726.74,"endTime":1728.96,"body":"I was"},{"speaker":"ALLAN EGBERT: ","startTime":1726.74,"endTime":1728.96,"body":"like, I was sorry."},{"speaker":"ALLAN EGBERT: ","startTime":1728.96,"endTime":1731.54,"body":"I don't think we had a big"},{"speaker":"ALLAN EGBERT: ","startTime":1728.96,"endTime":1731.54,"body":"DC presence at this time."},{"speaker":"ALLAN EGBERT: ","startTime":1731.54,"endTime":1734.0,"body":"That was maybe a"},{"speaker":"ALLAN EGBERT: ","startTime":1731.54,"endTime":1734.0,"body":"little bit different."},{"speaker":"MIKE ALBERT","startTime":1734.0,"endTime":1736.25,"body":"I think that"},{"speaker":"MIKE ALBERT","startTime":1734.0,"endTime":1736.25,"body":"was interesting this time is"},{"speaker":"MIKE ALBERT","startTime":1736.25,"endTime":1740.148,"body":"the audience, I felt like it"},{"speaker":"MIKE ALBERT","startTime":1736.25,"endTime":1740.148,"body":"was a slightly different blend."},{"speaker":"MIKE ALBERT","startTime":1740.148,"endTime":1740.69,"body":"You're right."},{"speaker":"MIKE ALBERT","startTime":1740.69,"endTime":1744.17,"body":"There were fewer"},{"speaker":"MIKE ALBERT","startTime":1740.69,"endTime":1744.17,"body":"finance folks, and they"},{"speaker":"MIKE ALBERT","startTime":1744.17,"endTime":1745.85,"body":"were replaced by agencies."},{"speaker":"MIKE ALBERT","startTime":1745.85,"endTime":1747.86,"body":"I don't know what that says."},{"speaker":"MIKE ALBERT","startTime":1747.86,"endTime":1750.08,"body":"Good carrier participation,"},{"speaker":"MIKE ALBERT","startTime":1747.86,"endTime":1750.08,"body":"certainly good tech"},{"speaker":"MIKE ALBERT","startTime":1750.08,"endTime":1752.782,"body":"company participation,"},{"speaker":"MIKE ALBERT","startTime":1750.08,"endTime":1752.782,"body":"but where previously we"},{"speaker":"MIKE ALBERT","startTime":1752.782,"endTime":1754.49,"body":"might have had VCs at"},{"speaker":"MIKE ALBERT","startTime":1752.782,"endTime":1754.49,"body":"the door, this time"},{"speaker":"MIKE ALBERT","startTime":1754.49,"endTime":1756.02,"body":"we had agents and brokers."},{"speaker":"MIKE ALBERT","startTime":1756.02,"endTime":1758.182,"body":"I don't know what that tells us."},{"speaker":"MIKE ALBERT","startTime":1758.182,"endTime":1759.89,"body":"It tells us something,"},{"speaker":"MIKE ALBERT","startTime":1758.182,"endTime":1759.89,"body":"I guess time will."},{"speaker":"MIKE ALBERT","startTime":1759.89,"endTime":1761.0,"body":"Time will ultimately tell."},{"speaker":"MIKE ALBERT","startTime":1761.0,"endTime":1761.93,"body":"But I thought that"},{"speaker":"MIKE ALBERT","startTime":1761.0,"endTime":1761.93,"body":"was interesting,"},{"speaker":"MIKE ALBERT","startTime":1761.93,"endTime":1764.29,"body":"it also changed the tenor"},{"speaker":"MIKE ALBERT","startTime":1761.93,"endTime":1764.29,"body":"of some of the discussions"},{"speaker":"MIKE ALBERT","startTime":1764.29,"endTime":1765.29,"body":"that people were having."},{"speaker":"MIKE ALBERT","startTime":1765.29,"endTime":1770.46,"body":"Because takes it from the"},{"speaker":"MIKE ALBERT","startTime":1765.29,"endTime":1770.46,"body":"hypothetical big visionary,"},{"speaker":"MIKE ALBERT","startTime":1770.46,"endTime":1772.46,"body":"how are we going to take"},{"speaker":"MIKE ALBERT","startTime":1770.46,"endTime":1772.46,"body":"over the world with all"},{"speaker":"MIKE ALBERT","startTime":1772.46,"endTime":1776.21,"body":"this conversation You might have"},{"speaker":"MIKE ALBERT","startTime":1772.46,"endTime":1776.21,"body":"at a finance level, and down"},{"speaker":"MIKE ALBERT","startTime":1776.21,"endTime":1777.86,"body":"into the OK, but"},{"speaker":"MIKE ALBERT","startTime":1776.21,"endTime":1777.86,"body":"what can we really"},{"speaker":"MIKE ALBERT","startTime":1777.86,"endTime":1781.595,"body":"get done that you get into"},{"speaker":"MIKE ALBERT","startTime":1777.86,"endTime":1781.595,"body":"with agents and brokers."},{"speaker":"ALLAN EGBERT: ","startTime":1781.595,"endTime":1782.57,"body":"Yeah."},{"speaker":"ALLAN EGBERT: ","startTime":1782.57,"endTime":1786.53,"body":"More technology companies,"},{"speaker":"ALLAN EGBERT: ","startTime":1782.57,"endTime":1786.53,"body":"more agencies and agents."},{"speaker":"ALLAN EGBERT: ","startTime":1786.53,"endTime":1789.98,"body":"I think MAIAA,"},{"speaker":"ALLAN EGBERT: ","startTime":1786.53,"endTime":1789.98,"body":"probably had a lot"},{"speaker":"ALLAN EGBERT: ","startTime":1789.98,"endTime":1792.5,"body":"to do with that, the Mass"},{"speaker":"ALLAN EGBERT: ","startTime":1789.98,"endTime":1792.5,"body":"Association of Independent--"},{"speaker":"MIKE ALBERT","startTime":1792.5,"endTime":1793.04,"body":"Yeah, they did."},{"speaker":"MIKE ALBERT","startTime":1793.04,"endTime":1794.498,"body":"They were a good"},{"speaker":"MIKE ALBERT","startTime":1793.04,"endTime":1794.498,"body":"sponsor this time."},{"speaker":"ALLAN EGBERT: ","startTime":1794.498,"endTime":1798.47,"body":"They were"},{"speaker":"ALLAN EGBERT: ","startTime":1794.498,"endTime":1798.47,"body":"also a sponsor, thank you."},{"speaker":"ALLAN EGBERT: ","startTime":1798.47,"endTime":1803.45,"body":"Carriers, and not just regional"},{"speaker":"ALLAN EGBERT: ","startTime":1798.47,"endTime":1803.45,"body":"carriers, but the carriers"},{"speaker":"ALLAN EGBERT: ","startTime":1803.45,"endTime":1805.1,"body":"were showing up in force."},{"speaker":"ALLAN EGBERT: ","startTime":1805.1,"endTime":1811.55,"body":"So it was a good mix"},{"speaker":"ALLAN EGBERT: ","startTime":1805.1,"endTime":1811.55,"body":"and probably the mix"},{"speaker":"ALLAN EGBERT: ","startTime":1811.55,"endTime":1819.14,"body":"we usually strive"},{"speaker":"ALLAN EGBERT: ","startTime":1811.55,"endTime":1819.14,"body":"for versus, I guess"},{"speaker":"ALLAN EGBERT: ","startTime":1819.14,"endTime":1822.11,"body":"more of an industry focused"},{"speaker":"ALLAN EGBERT: ","startTime":1819.14,"endTime":1822.11,"body":"with industry players who"},{"speaker":"ALLAN EGBERT: ","startTime":1822.11,"endTime":1824.8,"body":"are actually participating."},{"speaker":"ALLAN EGBERT: ","startTime":1824.8,"endTime":1827.874,"body":"So I don't know."},{"speaker":"ALLAN EGBERT: ","startTime":1827.874,"endTime":1832.15,"body":"Special thanks to the"},{"speaker":"ALLAN EGBERT: ","startTime":1827.874,"endTime":1832.15,"body":"normal host of this podcast,"},{"speaker":"ALLAN EGBERT: ","startTime":1832.15,"endTime":1834.98,"body":"Reid Holzworth who has no idea"},{"speaker":"ALLAN EGBERT: ","startTime":1832.15,"endTime":1834.98,"body":"we're doing this right now."},{"speaker":"ALLAN EGBERT: ","startTime":1834.98,"endTime":1837.12,"body":"So this will be a sup--"},{"speaker":"ALLAN EGBERT: ","startTime":1834.98,"endTime":1837.12,"body":"when he downloads,"},{"speaker":"ALLAN EGBERT: ","startTime":1837.12,"endTime":1838.12,"body":"this will be a surprise."},{"speaker":"MIKE ALBERT","startTime":1838.12,"endTime":1839.17,"body":"Surprise."},{"speaker":"MIKE ALBERT","startTime":1839.17,"endTime":1840.025,"body":"It's not you."},{"speaker":"ALLAN EGBERT: ","startTime":1840.025,"endTime":1840.9,"body":"Sure."},{"speaker":"ALLAN EGBERT: ","startTime":1840.9,"endTime":1844.06,"body":"He's usually the first person"},{"speaker":"ALLAN EGBERT: ","startTime":1840.9,"endTime":1844.06,"body":"to download his fresh podcasts"},{"speaker":"ALLAN EGBERT: ","startTime":1844.06,"endTime":1844.6,"body":"to listen."},{"speaker":"ALLAN EGBERT: ","startTime":1844.6,"endTime":1846.34,"body":"There won't be--"},{"speaker":"ALLAN EGBERT: ","startTime":1844.6,"endTime":1846.34,"body":"we don't have time"},{"speaker":"ALLAN EGBERT: ","startTime":1846.34,"endTime":1851.89,"body":"to record a new intro to replace"},{"speaker":"ALLAN EGBERT: ","startTime":1846.34,"endTime":1851.89,"body":"his remarks with our own."},{"speaker":"ALLAN EGBERT: ","startTime":1851.89,"endTime":1857.53,"body":"But anyway, leave"},{"speaker":"ALLAN EGBERT: ","startTime":1851.89,"endTime":1857.53,"body":"a five star review"},{"speaker":"ALLAN EGBERT: ","startTime":1857.53,"endTime":1859.12,"body":"wherever you downloaded this."},{"speaker":"ALLAN EGBERT: ","startTime":1859.12,"endTime":1862.99,"body":"Apple, Spotify, whatever"},{"speaker":"ALLAN EGBERT: ","startTime":1859.12,"endTime":1862.99,"body":"your platform of choice is."},{"speaker":"ALLAN EGBERT: ","startTime":1862.99,"endTime":1866.89,"body":"We only accept"},{"speaker":"ALLAN EGBERT: ","startTime":1862.99,"endTime":1866.89,"body":"five star reviews."},{"speaker":"ALLAN EGBERT: ","startTime":1866.89,"endTime":1871.27,"body":"And you could leave a"},{"speaker":"ALLAN EGBERT: ","startTime":1866.89,"endTime":1871.27,"body":"positive comment for Kristen"},{"speaker":"ALLAN EGBERT: ","startTime":1871.27,"endTime":1874.39,"body":"in terms of how well she's been"},{"speaker":"ALLAN EGBERT: ","startTime":1871.27,"endTime":1874.39,"body":"doing with InsurTech Boston"},{"speaker":"ALLAN EGBERT: ","startTime":1874.39,"endTime":1876.65,"body":"and editing these podcasts."},{"speaker":"ALLAN EGBERT: ","startTime":1876.65,"endTime":1880.05,"body":"And thanks for joining us."}]}